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**Twelve Step Program for Success**

***"How to effectively sell to the federal government"***

***Dealing with the Federal Government can seem like a formidable task
at times. However, with a little patience, persistence and perseverance
on your part \-- your efforts will be rewarded in the long run. To
assist you, we developed a series of procedural steps essential for
success. Good Luck!***

**1. Become familiar with the SBA/GC Internet Homepage.**

The SBA offers a wide array of programs and "hands-on" assistance to
small businesses considering the federal marketplace. Go to our website
at
**[http://www.sba.gov/bussinessop/index](http://www.sba.gov/GC/)[.html]{.underline}**
and familiarize yourself with the programs and services we offer. From
this site you can identify local SBA contracting experts who can be an
invaluable resource to you, whether you are new to government
contracting or are currently doing business with the Government and are
seeking advice on how to deal with a particular issue. From the
"Resources and Opportunities" section on our website, you will find
links to additional procurement-related programs and assistance. In
addition, this site provides information about other SBA resources
including Small Business Development Centers, Service Corps of Retired
Executives (SCORE), and Women's Business Development Centers. Log onto
the SBA/GC website today and find out why we believe that it is truly
the entrance ramp to the Government's procurement Super-Highway.

**2. Determine if your firm qualifies for one of SBA's Certification
Programs.**

Formal certification by small business concerns is not required to bid
on Federal contracts. Firms self-certify that they are small at the time
of bid/proposal submission. The SBA currently has 3 contracts-related
certification programs. Our 8(a) Business Development program assists
eligible small businesses to compete through business development
assistance. Although primarily a business development program, there are
certain contracts restricted to certified 8(a) concerns. Certification
in our Small Disadvantaged Business (SDB) and Historically Underutilized
Business Zone (HUBZone) programs entitles qualified firms to special
bidding benefits in the Federal-contracting arena.

The SBA offers an on-line application process that makes it easier,
faster and less expensive for small firms to apply for 8(a) Business
Development, Small Disadvantaged Business (SDB) and HUBZone
certification directly from SBA's website, eliminating the need to
download and complete a "paper" application. The applications are 100%
Web-based, which incorporates context sensitive help, real-time
validation, printer-ready versions and integrates with the Central
Contractor Registration (CCR) database.

To learn more about these programs and to determine if your firm
qualifies for 8(a), SDB, or HUBZone certification go to the appropriate
SBA website ([**http://www.sba.gov/8abd**](http://www.sba.gov/8abd);

([**http://www.sba.gov/sdb**](http://www.sba.gov/sdb)) and,

([**http://www.sba.gov/hubzone**](http://www.sba.gov/hubzone))

Although not a formal certification program, in May 2004, the SBA
announced a new procurement program that will boost federal contract
opportunities for service-disabled veteran-owned small business (SDVOSB)
concerns. Under the new rule contracting officers *[may]{.underline}*
restrict contract awards to SDVOSBs where there is a reasonable
expectation that two or more SDVOSB concerns will submit bids at a fair
market price. If the anticipated contract price will not exceed \$3
million (or \$5 million for manufacturing contracts) the new rules allow
for a sole-source award, if there is not a reasonable expectation of
competitive bids/offers from 2 or more SDVOSB concerns. The rule allows
SDVOSB concerns to self-certify. Any challenge to a concern's status as
a small business or as a SVOSB must be referred to the SBA for
resolution. To view the new rule, go to
**[http://www.regulations.gov/fredpdfs/04-09727.pdf]{.underline}**

**3. Obtain a DUNS Number, and register in the Centralized Contractor
Registration (CCR) System.**

If you do not already have a "DUNS Number," contact Dun & Bradstreet
(D&B) at [**http://www.dnb.com/**](http://www.dnb.com/) to obtain one.
Your DUNS Number is an important "identifier", used for a multitude of
purposes by the Government in the contracting arena.

The Government's Central Contractor Registration (CCR) database holds
information relevant to procurement and financial transactions. CCR
affords you the opportunity for fast electronic payment of your
invoices. You must be registered in CCR to be awarded a Federal
contract. To learn more about CCR log onto the website at
**[http://www.ccr.gov](http://www.ccr.gov/)** On January 1, 2004, the
SBA's Procurement and Marketing Access Network (PRO-Net) was integrated
into CCR to provide a single portal to assist small businesses with
marketing their goods and services to the Federal government. The
CCR-PRO-Net linkage is part of a comprehensive strategy to transfer
PRO-Net's functions to the E-Gov Business Partner Network (BPN) in order
to simplify government-wide vendor registration. The BPN is part of the
Integrated Acquisition Environment (IAE), one of the e-government
initiatives to create integrated business processes for buyers and
sellers in the federal marketplace. For more information about IAE,
visit the website at [**http://egov.gsa.gov**](http://egov.gsa.gov/)

[]{.mark}

Effective April 17, 2005, CCR will make changes to firm's Trading
Partner Profile (TPP) to display a firm's small business size status
according to each NAICs code listed (CCR will use 2002 NAICs codes),
based on the firm's inputted revenue and/or employee size information.
The SBA's small business size logic will populate fields indicating if a
firm is certified as an 8(a) Business Development, small disadvantaged
business (SDB) or historically underutilized business zone (HUBZone)
program participant Questions concerning your CCR registration should be
directed to the CCR Assistance Center, at 888-227-2423.

The Government has implemented the Online Certifications and
Representations Application (ORCA) initiative to replace the paper based
representations and certifications (more commonly referred to as "reps
and certs") process required with the submission of each sealed bid
(IFB) or request for proposal (RFP). Now using ORCA, a prospective
contractor can enter their reps and certs information over the web once
and will then be able to submit them electronically from the web. This
is a mandatory requirement and firms must review/update their data at
least once annually or as circumstances change. The ORCA website can be
found by going to **[http://www.bpn.gov](http://egov.gsa.gov/)** and
clicking on "Online Reps and Certs" on the left side of the screen.

**4. Identify your product or service.**

It is helpful to know the Federal Supply Classification Code (FSC) and
North American Industry Classification System (NAICS) Code for your
product or service. Many government product/service listings and future
procurements are identified by FSC. To identify FSCs applicable to your
company log onto
[**http://www.scrantonrtg.com/secrc/fsc-codes/fsc.html**](http://www.scrantonrtg.com/secrc/fsc-codes/fsc.html).
Detailed information regarding NAICS can be found on the SBA website by
clicking onto:
[**https://eweb1.sba.gov/naics/dsp_naicssearch2.cfm**](https://eweb1.sba.gov/naics/dsp_naicssearch2.cfm).
**NOTE:** Small Business Size Standards for all Federal Government
programs formerly associated with Standard Industrial Classification
(SIC) codes were replaced by those that SBA has established for
industries as described in the North American Industry Classification
System (NAICS). SBA has established a new table of small business size
standards based on NAICS
[**www.sba.gov/size/**](http://www.sba.gov/size/))

**5. Identify current Federal procurement opportunities.**

Federal Business Opportunities (FedBizOps)
[**http://www.fedbizopps.gov/**](http://www.fedbizopps.gov/) -- the
designated government-wide point of entry- is the exclusive official
source for public access to notices of Federal contracting actions over
\$25,000. (Agencies are encouraged to use FedBizOps to provide notices
for actions of \$25,000 or less). Notices of proposed procurements were
formerly publicized in the Commerce Business Daily (CBD). However, with
FedBizOps designation as the one-stop Internet gateway to procurement
opportunities, the CBD has ceased publication. Once you identify those
Agencies and buying offices that purchase your products and services,
it's a good idea to contact them directly to learn more about upcoming
procurements (i.e., procurement forecasts) posted on websites or
electronic bulletin boards.

**6. Familiarize yourself with the Government's contracting procedures**

Be familiar with Federal Acquisition Regulations (FAR)
([**http://www.arnet.gov/far**](http://www.arnet.gov/far)) and the
Defense Federal Acquisition Regulation Supplement (DFARS)
**<http://www.acq.osd.mil/dp/dars/>.** You can also get access to other
Federal agency FAR supplements from their respective webpages.

**7. Investigate Federal Supply Schedule (FSS) contracts.**

The General Services Administration (GSA) manages Multiple Award
Schedules (MAS) contracts, also known as Federal Supply Schedule (FSS)
contracts. Under MAS/FSS, contracts are awarded to multiple companies
supplying comparable products and services at pre-negotiated prices,
terms and conditions. Once GSA awards the contracts, Federal contracting
officers and other authorized users order directly from the Schedule
contractor. Many Federal purchases are, in fact, orders on MAS/FSS
contracts. Contact the General Services Administration (GSA) for
information on how to obtain a MAS/FSS contract:
**<http://www.fss.gsa.gov/>** (Be sure that your marketing information
and CCR profile contains information on any MAS/FSS contracts held by
your firm).

**8. Seek additional assistance as needed in the Federal marketplace.**

There are a number of important resources that are available to provide
you with "hands-on" assistance in the Federal marketplace:

***-SBA Procurement Center Representatives (PCRs) and Commercial
Marketing Representatives (CMRs)*** SBA has a nationwide cadre of
procurement professionals who are charged with assisting small
businesses and acting as their advocates at both the prime and
subcontracting levels. PCRs assist small firms interested in doing
business, as prime

contractors, directly with Federal agency buying offices. Our CMRs work
with those small firms interested in identifying subcontracting
opportunities with large businesses that have been awarded a Federal
contract. To identify the PCR or CMR located nearest to you go to
**<http://www.sba.gov/gc/indexcontacts.html>.**

***Procurement Technical Assistance Centers***
([**www.dla.mil/db/procurem.htm**](http://www.dla.mil/db/procurem.htm))
are located in most States. Procurement Technical Assistance Centers,
while funded by the Department of Defense, provide technical contracting
and marketing assistance to small businesses wishing to do business with
any federal agencies.

They provide training and counseling on marketing, financial, and
contracting issues at minimal or no cost.

***-Small Business Specialists*** are located at each Federal buying
office and can provide assistance on how to market to that Agency. An
addendum to this document contains a listing of Small Business
Specialists (sometimes referred to as

SADBUS) in your state. A complete listing of Small Business Specialists
can be obtained from each Agency's website. For example, links to the
homepages of every DOD activity can be found on the ***DefenseLink
website***:
[**http://www.defenselink.mil/**](http://www.defenselink.mil/). This
information can be invaluable in researching the Federal marketplace and
identifying your target market. Links to ***Agency Procurement
Forecasts***
([**http://www.sba.gov/GC/forecast.html**](http://www.sba.gov/GC/forecast.html))
and other program information are available on their individual
websites.

**9.** **Explore subcontracting opportunities**

Regardless of your product or service it is important that you do not
neglect our very large secondary market, Subcontracting Opportunities
with Federal Prime Contractors. Be sure to check out our website at
[**http://www.sba.gov/GC/indexcontacts-sbsd.html**](http://www.sba.gov/GC/indexcontacts-sbsd.html).
The SBA/GC Subcontracting Opportunities Directory lists, by State, large
business Federal prime contractors along with the name and telephone
number of each firm's Small Business Liaison Officer (SBLO). We
encourage you to investigate potential opportunities with these firms.
Many of these firms also have websites that may be useful and we
encourage you to contact their respective SBLO for subcontracting and
teaming opportunities. The SBA's SUB-*Net*
([**http://web.sba.gov/subnet**](http://web.sba.gov/subnet)) is a
valuable source for obtaining information on subcontracting
opportunities.

**10. Investigate other Federal programs.**

There are several other programs that may be of interest to you, such as
individual Agency Mentor-Protégé Programs, the SBA's Small Business
Innovation Research Program
[**http://www.sba.gov/sbir/indexsbir-sttr.html**](http://www.sba.gov/sbir/indexsbir-sttr.html)[,]{.underline}
etc. Information on these and other programs is available on Agency
websites
[**http://www.sba.gov/gc/indexresources.html**](http://www.sba.gov/gc/indexresources.html),
and "click on" miscellaneous links to other Federal Government
Acquisition sites.

**11. Accept credit cards**

More than 250,000 Federal employees are using the GSA Smartpay cards. As
a vendor you can maximize your ability to capture government sales by
accepting credit cards (Visa, MasterCard and Voyager). If you already
accept these cards, you have no additional work to do. If you do not
accept these cards contact a bank to establish a merchant account. For
more information, visit GSA's website at
[**estrategy.gov/smartgov/smart_card.cfm**](http://estrategy.gov/smartgov/smart_card.cfm).

**12. Market, Market, Market!**

The 3 most important words to remember in order to be successful in the
Federal Procurement Arena is market, market, market. Hopefully, this
guide will have given you some good ideas on how to market your firm.
After you have identified your customers, researched their requirements,
and familiarized yourself with the Government's procurement regulations
and strategies, it is time to market your product or service. Present
your capabilities directly to those buying offices that purchase your
products or services. Realize that, like you, their time is valuable and
if the match is a good one and you can provide them with a
cost-effective, quality solution to their requirements the contract
could be yours. Good luck and remember -- you're not alone.

**For additional assistance, contact the following SBA Procurement
Center Representatives**

Jose Martinez, Colorado -- <jose.martinez@sba.gov>

John Bagaason, Montana - john.bagaason@sba.gov

Tracie Brown, Wyoming and Utah - tracey.brown@sba.gov

David Turner, North Dakota, South Dakota - david.turner@sba.gov