Get Your Small Business Up to Par for Government Work
by Diana Kurcfeld & Molly Gimmel, Design To Delivery Inc
Many companies got into the government contracting arena after the economy faltered. However, with the budget cuts that resulted from the passing of the Continuing Resolution, and more cuts looming with the Debt Ceiling battle, is the government the right place to grow your business? The answer is maybe.
Moving a business into a new market always requires careful consideration and the government sector is no different. Companies who want to enter into government contracting or find ways to expand current business lines should examine the qualities they bring to the table.
If you haven’t sold your products/services to anyone, then you’re not ready for government customers. The government does not want to be a guinea pig for your company. Instead start in the commercial arena, and then move to government customers once you’ve built a history of successful sales and performance. Once you have some business, then you could consider teaming with other businesses to go after government contracts.
While the government buys almost every product and service, your particular product or service may be bundled under larger contracts. So how do you know if you should get into this industry? Do your homework. Find out who buys what you sell and make sure you have a plan before you start. Think of it like dating -- would the government want to “date” you?
Common Interests (AKA Strategic Planning)
You want to date someone with whom you have something in common and you won’t know that unless you have done your homework. Knowing your partner in advance improves your ability to create and sustain a successful relationship. Developing a well-researched strategic plan for entering the government space serves the same purpose. Strategic planning provides the information necessary to identify the right agencies for a company to pursue and to implement focused business development and marketing efforts.
Being Available (AKA Accessibility & Visibility)
Being visible and accessible is a must in any relationship. Cultivating a relationship with the government is difficult if you can’t be found and/or don’t have the proper contracting vehicles in place. Being on the right contracting vehicles allows government customers to find you and provides access to your goods and/or services. You also need a website that clearly states the products/services you provide to government customers and you need to make sure you have your own domain name.
Know the Rules (AKA Contract Administration)
Every successful relationship has ground rules that each party must understand and agree to follow. Government contractors must understand the policies and regulations governing the government contracting arena, as spelled out in the Federal Acquisition Regulation (FAR) and agency supplements. A company’s ability or inability to adhere to these rules can dictate if it can operate in the government arena and which government opportunities it can pursue.
Find the Right Match (AKA Personnel)
Relationships are all about finding the right match. Government contracts often require contractors to provide specific personnel for a given contract. If your company does not have the personnel required by the government for the goods and/or services it provides, you may not be the right match. Or you may need to develop a plan for hiring the right personnel for each contract awarded.
While many commercial sectors face an uncertain future, more and more business owners are looking to the stability of government contracting as a way to grow their business. If you’re looking to get into or expand your government offerings, be sure to do so with a critical eye and be able to answer “Yes – I would want to date me.”
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Molly K. Gimmel & Diana Dibble Kurcfeld are the owners of Design To Delivery Inc, a government contracts consulting firm based in Bethesda, MD.
Twitter: @D2DInc | Web: D2DInc.com
