By Gina Blitstein

So your business wants to contract with the government on some projects. You’re certified as an International Women’s Business Enterprise (IWBE) - that’s a great first step. That certification will assure those agencies with set-asides designated for small businesses and woman/minority-owned businesses that you are a company that will help them fulfill their requirements.

Where can those agencies with contracting opportunities be found? Here’s how one newly- IWBE-certified company is going about it: Lynda Barckert, president of Chicago graphic design agency, Studiosatellite, says, “We have begun to check the Fedbizopps.gov website for current bid opportunities. The best way to use this government site is to first identify the NAICS (North American Industry Classification System) codes most appropriate to the goods/services your firm has to offer.” “Often,” Lynda says, “more than one of these code numbers will fit a particular company,” so there’s a lot of opportunities available to match Studiosatellite’s complete array of offerings.

Lynda goes on to say, “The Fedbizopps website offers other search options as well, including locating opportunities that offer set-asides for minority companies, economically disadvantaged companies, etc. Once we identify a bid opportunity that matches-up well with Studiosatellite’s services, we will prepare and submit the bid application. Then we will cross our fingers and wait, while continuing to search the site for new postings.”

How will Studiosatellite choose those opportunities it wishes to pursue? Lynda says her company has four criteria in mind for matching opportunities with her company’s offerings. These questions will guide their actions:

1. Do the services described in the contract match well to our business? Some contracts ask for a broad range of services. If we don’t offer all of these services, can we partner up with another company that specializes in those areas?
2. Do we have sufficient staff to service the contract efficiently?
3. Can we realistically meet the deadlines?
4. How can we monitor the contract to make sure we are in compliance at all times?

What resources are available for a company new to the world of government procurement? Lynda explains that the process is at first daunting and time-consuming until you find some resources that are helpful - and affordable. She is currently in the process of scouring the Internet for the most useful websites to equip her company with the knowledge they need to untangle the process.

While she is aware that there are consultants who specialize in helping companies navigate the labyrinth that is the procurement process, Lynda is currently employing a more do-it-yourself approach. She says, “it seems that a whole industry has popped up, centered around offering to either help companies pursue government contracts, or do it for them. Some of these consultants are very expensive, some less so. As the president of a small business, I need to be very careful about making cost-effective decisions, so I am holding off on this resource for the time-being. Lynda is looking forward to networking with those who have successfully won government contracts and learn from their experiences. Those first-hand accounts from the trenches should prove invaluable, helping Studiosatellite gain insight and perspective on government procurement.

The overall consensus appears to be not to fear the red tape: to get out there and give it your best shot. Should one opportunity fall through, another will come along and you will bring more experience to the table with each subsequent attempt at securing a contract. Lynda shares a suggestion she received from a procurement representative, who advised new contract seekers to get their feet wet by choosing a contract to bid on and filling out the bid proposal paperwork, even if they didn’t actually submit it. Lynda says, “I think this was good advice, because it is the best way to see what is really involved, and if this revenue stream is a good fit for our company.”

Thorough research, a solid, personalized plan and the conviction to persevere make up the recipe for a successful government procurement strategy. Studiosatellite seems well on their way to exploring this whole new revenue stream.

What factors do you think are most important to consider when embarking on a government procurement course?

By Gina Blitstein

Government agencies offer a myriad of contracting opportunities. Whatever your field, you can be certain there’s a need for your goods or services somewhere, at some level, within the government. While any business can pursue the government’s business, there are often steps you can take proactively that will align your business for serious consideration.

Studiosatellite, an image creation and pre-press studio in Chicago, IL has recently received its International Women-owned Business Enterprise (IWBE) Certification. This certification means that the company completed the United States Women's Chamber of Commerce certification process and is now officially recognized as a women-owned business.

What does this mean for Studiosatellite? This certification is a pre-requisite for the process of competing for government contracts as a certified women-owned enterprise, which is considered a minority. The government has quotas to fulfill with regard to minorities and now its IWBE certification makes Studiosatellite eligible to compete against other certified women-owned businesses for government contracts.

According to Lynda Barckert, female majority owner and President of Studiosatellite, “We recognize that government on all levels has mandated that agencies and corporations alike hire women-and minority-owned companies for a percentage of contracts. We feel that our IWBE certification puts us in a position to pursue these opportunities.”

Based upon its owners and their ultimate mission, Studiosatellite proved to be a natural candidate for IWBE certification. Lynda explains, “Studiosatellite is unique in that we are currently the only certified woman-owned commercial retouching studio in Chicago. Most studios have about a 4:1 ratio of male to female employees. With retouchers, it is even less. Yet, I feel this is an industry women can excel in, if made aware of the skills and training necessary. Part of our vision involves hiring other women and helping them break into this industry or continuing to work at ever-higher levels within it. We believe that receiving our IWBE certification shows the industry, and those women hoping to break into it, our commitment to this vision."

Studiosatellite is poised, prepared and eager to pursue their first government contracting opportunities. Says Lynda, “We understand that it can be an arduous process, but in our industry, as in many others, it has become increasingly necessary to pursue other revenue streams. We are hopeful that our pricing structure—which eliminates out-of-date extra fees still charged by most studios—will attract contracts from government agencies that are also feeling the financial pinch of a challenging economy. We also stress the idea of Service, meaning we are very attentive in that arena throughout each project. This approach should work well in dealing with the many important details involved in fulfilling government contracts promptly and accurately.”

Lynda and her team are making the best possible use of the government’s contracting policies which are designed to provide opportunities for minority groups, such as women in the business world. One important key to successful government contracting is finding what unique qualities your business can offer and leveraging them to your advantage in the marketplace.

Creating opportunities for women within their industry and gaining more business - those are the goals behind Studiosatellite’s decision to pursue their IWBE certification - and ultimately government contracts. Those goals combined with smart business practices and a strong commitment to customer service will make Studiosatellite a strong contender for the contracts they go after. While IWBE certification offers no guarantees that government contracts will be awarded Studiosatellite, it represents their commitment and their first crucial step toward doing business with the government.

What factors make your business uniquely equipped to contract with the government?

By Gina Blitstein

Any company can acknowledge the benefits of repeat business. The advantages to you are that once you are a known entity to your customer, you needn't go through the effort of selling yourself again. When you've created a satisfied customer, it is far more likely that they will prefer doing business with you again in the future. An added bonus of repeat business is that you don't need to go to the effort and expense to acquire new business - it's already done. As long as you keep up the quality of your offerings, you may well have a customer for life.

Is this always true, no matter your client? When your customer is the government, do these same customer-retention benefits hold true? Once you've done business with the government, it is more likely they will contract with you again in the future. According to Mary Scott Nabers, President/CEO of Strategic Partnerships, Inc., a 15 year old business development and research firm specializing in public sector marketplaces. "Government decision makers throughout the country talk to each other," she says. "Good performance on a public sector contract (as well as a reference account) can result in numerous similar opportunities throughout the U.S."

Once you have gone through the process of obtaining a contract to provide goods or services to the government, you are acutely aware of the process, which can be complex and lengthy but well worth it in the long run. When you've done business with the government in the past, you know that they pay competitively and reliably. That is a strong feature in their favor - the truth is, the government makes a good client. They also offer very large, high-profile contracts which will not only favorably increase your bank account but your portfolio.

There are differences, however, between gaining repeat business in the private sector as opposed to the public sector. While past favorable performance on a government contract can give you the confidence, stamina and good reputation to pursue future contracting opportunities, it is wise to refrain from becoming complacent. The government is a great customer to have but be aware that there can be significantly different requirements you'll need to fulfill in order to continue doing business with them.

Jeswald W. Salacuse, author of, Seven Secrets for Negotiating with Government -- How to Deal with Local, State, National or Foreign Government and Come Out Ahead, provides the following tips to help you stay competitive and insure repeat business with governments:

1. Stay aware of political developments in the community, state or country where you do business. Politics at all levels drives government purchasing decisions at all levels. Economic tells only part of the story.
2. Build relationships with support staff in the offices of agencies that make purchasing decisions and pay occasional visits to them to stay in touch. The decision makers in those offices come and go, but the support staff is usually is more stable and they generally know more about what is going on.
3. Keep abreast of the rules on procurement. Government procurement is a rule-driven process. The rules you mastered to sell your product last year may not be the same rules you will have to satisfy to make a contract this year. The rules are constantly changing. In understanding and meeting those rules, remember that one of their primary purposes is not just to secure a good product at a fair price but also -- and particularly -- to protect the government office or agency from criticism by others of its procurement decisions.

A key difference, then, in dealing with government agencies is that there is more for a government to consider than just business when determining with whom to contract for their goods and services. Governments are in the uniquely strategic position of needing to satisfy many diverse desires and opinions in the granting of their contracts. It may serve you well to cultivate relationships with those who work "in the trenches" who can really be your allies in keeping up with and navigating the contracting process.

So while it easier to get repeat business from your previously satisfied customers, it is not necessarily a given when dealing with the government. Consider those things that make the government a unique client when pursuing repeat business from them. You'll be repeatedly glad that you did.

Have you contracted with the government on numerous occasions? How did you incorporate their special requirements into your procurement strategy?

By Gina Blitstein

Who are your clients? Sometimes you don't have the luxury of choosing with whom you work. You hope you can count on your clients to be easy to work with, pay you in a timely fashion, appreciate your efforts and offer repeat business. In many cases, however, you take on work without a lot of guarantees as to the amount of respect with which you'll be treated.

The way your clients treat you has a lot to do with the corporate culture of their company. You may assume that the larger a company is, the less considerate it would be toward the "little people" who provide them their goods and services. But what about THE biggest corporation...The United States government? As an enormous consumer of goods and services, chances are the government needs what your business sells. How is the government as a client? Perhaps surprisingly, the U.S government makes an ideal client, should you be willing and able to do the work involved to position yourself for their consideration as a vendor.

Mary Scott Nabers, President/CEO of Strategic Partnerships, Inc., a 15 year old business development and research firm specializing in public sector marketplaces says, "We help companies find and capture government contracts." In her capacity as a facilitator who assists companies seeking government contracts, Mary says, "The government is a great client because you know there is never any doubt about whether or not you'll get paid. And, if firms perform well on a government contract there is always follow-on work. Government decision makers throughout the country talk to each other. Good performance on a public sector contract (as well as a reference account) can result in numerous similar opportunities throughout the U.S."

Mary suggests the following guidelines when pursuing government contracts:

• Sell a solution. If you have a product or service, tie it to a problem the governmental entity needs to solve.

• Do your homework. Know as much about the public entity as possible. It is especially important to know the governing structure. In other words, who has budget control and is there an elected official who will be the ultimate sign off on all contracts.

• Always leave a meeting with a plan for "next steps."

• Ask the government entity how they like to make purchases. Many prefer cooperative purchasing programs so they don't have to go through a formal bid process. If that is the case, it is imperative to try to get involved with the appropriate program.

• Have patience. Government does not move quickly but the contracts are large and usually last for years.

Should you consider seeking out government contracts for your business? Dana Marlowe, Principal Partner and President of Accessibility Partners, a small, woman-owned IT consulting services company in the Washington, DC metro region suggests that indeed you should. According to Dana, the government is a very desirable client to have. Dana explains, "Our core focus is to assist Federal Agencies and Fortune 500 corporations in making their information technology accessible to people with disabilities."

Dana sees these four benefits to having a federal agency as her client:

1. Esteemed and credible client
2. Pay on time, thereby expectancy aids with cash flow in a small business
3. Friendly federal employees committed to their position
4. Once you have a contract, future procurement with that agency is sometimes easier

Accessibility Partners isn't the only company who is aware of the benefits of government contracts. Lisa Bell, President of Macell Incorporated says, "Our company did a computer system for our state's crime lab. The process was lenthly but we did get paid fairly quickly. They don't complain at all; in fact they are happy with the improvement and it is good to have that to use a reference."

These sources all agree that the U.S. government offers many qualities, including prestige, reliability and recognition of achievement that make it a desirable customer with which to conduct business. Follow the suggested guidelines to maximize your chances of winning the contract. When you fulfill your obligations and establish a good reputation with them, you'll enjoy the benefits of an appreciative, influential and responsive customer. What more can you ask of any client?

How do you define a great client? How could your business benefit from contracting with the government?

By Gina Blitstein

The U.S. Government spends hundreds of billions of dollars each year purchasing goods and services. It is good to know, then, that in these times when most everyone is trying to be more conscious of protecting the environment that our government is making that effort as well.

According to Enesta Jones with the U.S. Environmental Protection Agency Press Office, there is a growing effort to take the environment under consideration when the government seeks to procure those goods and services. Ms Jones reports, "President Obama signed Executive Order 13514 in October 2009 which defines a number of attributes that federal agencies must consider in buying green products and services." She continues, "This Executive Order states that federal agencies must consider that 95 percent of new contract actions for products and services are: energy efficient, water-efficient, biobased, environmentally preferable, non-ozone deleting, contain recycled content, or are non-toxic or less-toxic alternatives." For our information, Ms Jones defines 'environmentally preferable' as products or services that "have a lesser or reduced effect on human health and the environment when compared with competing products or services that serve the same purpose." She concludes, "This comparison may consider raw materials acquisition, production, manufacturing, packaging, distribution, reuse, operation, maintenance or disposal of the product or service. EPA’s Environmentally Preferable Purchasing program works to develop standards and provide guidance to federal agencies which look across the life cycle of products and services, considering multiple environmental attributes."

President Obama's executive order was not the first governmental initiative promoting greener choices. Since as early as 1976,the EPA has been required to designate products that are or can be made with recovered materials and to recommend practices for buying these products. Once a product is designated, procuring agencies are required to purchase it with the highest recovered material content level practicable. Obama's executive order, however, puts some teeth into the plan.

How does "green procurement" actually benefit the environment? Jones responds, "An excellent example of environmental benefits of a “greener” product is with electronics, specifically those desktops, laptops and monitors that are EPEAT-registered. EPEAT is the Electronic Products Environmental Assessment Tool which has set criteria for what constitutes a green computer and assists purchasers in procuring those products."

Jones boasts that 2008 US purchases of EPEAT registered laptops, desktops, and monitors over conventional products will:

• Reduce use of toxic materials, including mercury, by 1021 metric tons, equivalent to the weight of 510,949 bricks
• Eliminate use of enough mercury to fill 149,685 household fever thermometers
• Preclude the disposal of 43 thousand metric tons of hazardous waste, equivalent to the weight of almost 22 million bricks.
• Eliminate 14,353 Metric Tons of solid waste, equivalent to the amount 7202 U.S. households generate in a year

In addition, due to EPEAT’s requirement that registered products meet ENERGY STAR’s energy efficiency specifications, these products will consume less energy throughout their useful life, resulting in:

• Savings of over 8.39 billion kWh of electricity — enough to power over 700,000 US homes for a year
• Reduction in use of 14.8 million metric tons of primary materials, equivalent to the weight of more than 114 million refrigerators
• Avoidance of 34.2 million metric tons of air emissions (including greenhouse gas emissions) and over 71,000 metric tons of water pollutant emissions
• Reduction of over 1.57 million metric tons of greenhouse gas emissions — equivalent to taking over one million US passenger cars off the road for a year

In addition to these benefits, reported global sales demonstrate EPEAT’s potential for reducing the environmental costs of computing worldwide. Despite only 27% of participating manufacturers reporting their Canadian EPEAT sales and only 20% reporting their Rest of World sales, the estimated benefit of EPEAT sales to these regions is still significant:

• Reduction of 2.8 million metric tons of primary materials
• Elimination of over a million kilograms of toxic materials, including enough mercury to fill 157,311 household fever thermometers
• 16,297 Metric Tons of solid waste eliminated
• Greenhouse gas emissions equivalent to removing 2.3 million US cars from the road for a year

Putting our money where their mouth is, the government has established the following guideline in their procurement practices:

Guiding Principle 1: Environment + Price + Performance = Environmentally Preferable Purchasing
"Environmental considerations should become part of normal purchasing practice, consistent with such traditional factors as product safety, price, performance, and availability."

Because the government factors these initiatives into their equation, a company offering greener options enjoys a market advantage in the procurement procedure. Let's keep things green by following these guidelines to offer environmentally friendly products and services. It's a win-win proposition.

What "green" options can your company offer the government?

By Gina Blitstein

Ann Farrell is a procurement success story. She has parlayed the experience she gained in the first phase of her career working for a company who provided equipment for the government into her own business which also does business supplying the government.

In "Phase I," Ann was VP, Purchasing and Logistics, for a 150-year-old major Original Equipment Manufacturer, which, throughout most of its history, it has been a supplier to government. Her previous employer provided the government with transport equipment (heavy and medium trucks and school buses) for municipal, state and federal purposes as well as for troops both in battle zones and for home security.

Ann's personal experience includes more than 12 years altogether in Purchasing, meeting the needs of government and ensuring that the company maintained a supply base that did the same. Her peers and counterparts were directly engaged in the sale and in relationship with the government. Ann's role over the years included developing the products that would meet the government specifications.

Ann has retired from that position; she's now entered "Phase II" where she opoerates her own business. The tremendous knowledge base and experience Ann possesses has allowed her to branch out on her own to supply the government. While Ann's new business has yet to do business with military, she is in essence providing the same types of heavy equipment to the government as her previous employer.

How has she done it? Ann says she has taken the necessary steps to align her business for contracting with the government. "My own business is a Certified Women-Owned Business so that I may qualify as a Diverse Supplier to the government and other companies that do business with the government," Ann says. "As a client, working with the government does require more work in terms of paperwork, meeting specification and evidencing compliance with all of the government compliance requirements including doing business with Diverse suppliers."

Ann offers these tips for successfully navigating the seas of government procurement:

• Invest the time to understand the requirements of the government agencies that you are seeking to do business with as they vary greatly. Selling products or services to municipalities requires an entirely different set of processes and procedures than selling to the military, for example.

• Take the paper work seriously! It is a key element of the quality, delivery and cost of the experience of doing business with you and them.

• Many recommend that you have resources that specialize in “government” versus commercial or b2b so that you can successfully participate in this substantial market ($518 billion in government contracts in 2008).

• Get the support that is available to you through SCORE, Women Impacting Public Policy (WIPP) and other services that specialize in supporting small businesses in the world of government contracting.

Ann had a lot going for her in terms of knowledge and experience when she headed into the world of contracting with the government as an independent entity. She has, however taken the prudent steps of becoming a Certified Women-Owned Business and following the stringent government guidelines to the letter. Knowing her field inside and out and complying with the regulations to the letter has made Ann Farrell a success at getting a healthy share of the vast and lucrative government market.

How does Ann's success in government procurement inspire you?

By Gina Blitstein

A daunting part of the process of pursuing a government contract is writing a proposal. In response to the agency's RFP (Request for Proposal), those businesses interested in competing for the contract must prepare and submit a proposal. The requirements of proposal writing are stringent and the paperwork can be overwhelming, It's best to consult those who've navigated the process for their advice on doing it right and sealing the deal.

Lee Moon is President of Iona Moon, LLC, who works in management and business development for companies seeking government businesses. Lee says, "My TOP tip for winning government proposals is: Write fewer proposals! I write many government proposals and I have a 96% win rate. Your best investment of your business development budget is in the capture stage – the effort you put toward learning about and marketing the government customer PRIOR to beginning the proposal phase. Churning out proposal after proposal is the least-effective business development strategy you can employ. Streamline your pipeline so you are only writing to those opportunities with the highest likelihood of a win."

Alan Byrd, Owner of Alan Byrd & Associates agrees: "Currently I own a marketing and public relations company in Orlando, FL. My prior job was VP of sales, marketing and public relations for a local construction firm in Orlando. We averaged 5-6 proposals for state, county, local and educational proposals per month. We were shortlisted for a project approximately 65% of the time."

Alan reveals, "My number one tip in proposal preparation is: meet with the proposing agency before the Request for Proposal comes out. To be successful, you have to target the agencies you want to do business with, then cold call to ask for a meeting."

Alan suggests asking the following questions of the agency:

• What is the process they use to procure goods or services?
• What do they like to see in any proposal?
• Are there any advantages that a company has over another?
• What do they like about their current vendors?
• Why are they ending the relationship with the current vendors?
• Are there any projects coming up that they think might be a good fit for your company?

Submitting a proposal without putting a face to the name significantly lowers the chance of you winning the job, he warns.

Once they know you at the proposing agency and you are fully clued-in on what they're specifically looking for, it's time to get down to writing the proposal.

Alex Gramling, VP of Marketing for Locum Leaders, shares the following advice:

"A simple but critically important tip is to follow the RFP instructions to the letter. To ensure fairness and competitive bidding, government agencies have exacting requirements about RFP preparation. In most cases, failure to follow the RFP instructions can disqualify you from winning the business. Oftentimes, these instructions can seem mundane—requirements about the specific number of copies that must be printed or a specific deadline for in-hand receipt of your submission. But if you gloss over or ignore one of these minor details, you risk losing out on a technicality, regardless of the strength of your proposal."

Alex continues, "Another tip if you’re pursuing a contract that has been won previously is to benchmark your planned proposal against the winning proposal that was accepted last time around. Oftentimes, government business comes down to price, so it’s helpful to know what price was accepted last time. This information is often a matter of public record. Many times all you have to do is ask the procurement agent or agency in charge of the RFP to provide you with details about the last winning bid."

Al Scott, Principal of NSD Bio Group, LLC, whose firm was awarded two federal contracts in 2008 and 2009 sums up winning proposal preparation with these tips:

• Be sure of your core competencies and determine if they align with the RFP.
• Give yourself ample time, especially if you're incorporating subcontractors' input and qualifications for the submission.
• If not sure of RFP, ask questions of Contractor Officer for client, as sometimes what you believe is to be important may not be important to client/agency; It always helps to clarify if any doubts.
• Allow some time to step back and review proposed submission to catch any inconsistencies, typos, etc.
• Include Table of Contents/Make it easy for reviewers.

When enlightened by the practical wisdom of those who've successfully won these contracts, preparing government proposals seems like an accomplishable goal. Planning and attention to detail are clearly the most important aspects to writing a proposal that will get you the contract. If it's work you can and want to do, it's worth taking the effort to put your best foot forward at every step of the process.

Are you willing to try your hand at preparing a government proposal?

By Gina Blitstein

Government contracts are a profitable prospect for a business. As more are made available as a means to stimulate the economy, you may be hearing about even more opportunities to provide products and services to the government. It sounds like a win-win situation - help your business grow while helping the economy as a whole get back on its feet.

A quick overview of the process for government contracting includes preparatory steps such as thorough research. Look for resources for information on government contracting opportunities through the Small Business Administration or a Procurement Technical Assistance Center. These places will help you assess whether your business is prepared - ready, willing and able - to go after government contracts in the first place. If it is, they can help you receive beneficial certifications and generally prepare you for the lucrative yet rigorous demands of identifying, winning and fulfilling a government contract.

As enticing as government contracting sounds, the question remains, "Are these opportunities as straightforward to obtain as it sounds or are there some stumbling blocks of which you should be aware?"

Virginia A. McAllister, AIA, LEED AP, of Iron Horse Architects, says, "We are a women owned business and have been going after government contracts for over a year." Virginia says that it is important to be aware of the following facts which she has discovered throughout her company's journey through the government contract procurement process:

• The runway to take off is long. It can be 2-3 years before getting a contract.
• The government uses prior experience as an evaluating factor. They say that private sector work is weighted equally with public sector work but there is no way to tell if this is followed.
• There are no women owned business set asides. The Law that was passed in 2003 was shelved earlier this year so they can start over again.
• My advice to get into government contracting is to work with prime contractors to sub contract. Get the previous experience record and get to know the specific contractors.
• The small business representatives of the individual offices/agencies are not contracting officers and cannot help you get work. You need to get through them and into the contracting officer or project manager to find out what is going and coming down the pike.
• The Small Business Administration offices are good places for information but again, they do not help you in marketing or getting contracts or contacts in government. A local PTAC office, not all states have them, is a good place to get more information on contracting.

As Virginia points out, it is wise to do your homework before putting all your eggs in the government contract basket. The process is arduous, lengthly and can be confusiing and even frustrating. The onus is completely on you to seek out the necessary information and resources - they're out there for the finding. The important thing is to prepare yourself with a strong knowledge base and your eyes wide open. Proceed with caution to avoid discouragement and you just may land yourself a big fish!

Do you have the fortitude to go after government contracts?

By Maia Nolan

Certification as a Women’s Business Enterprise (WBE) and membership in the Women’s Business Enterprise National Council (WBENC) isn’t just handed out willy-nilly; woman-owned businesses must make significant time and financial investments to attain these affiliations. While the process isn’t easy, many entrepreneurs find that the rewards of WBENC membership are well worth the effort. We spoke with two business owners who recently became WBENC members to find out more about their experiences.

WBE certification

Arlene Inch is an owner of Trans-Pak, Inc. [www.transpak.com], a technology shipping and logistics company that recently completed the WBE certification process.

“Many of our customers with whom we have long-standing relationships, who know that we are a woman-owned business, have been requesting that we obtain our certification,” Inch said. “As customers strive to diversify their vendor base, we hope it will give us a competitive advantage in an industry that is male-dominated. In addition, we hope to use our new WBENC contacts to network into other business areas.”

The WBE certification process is time-consuming, but worth it, according to Pamela Norton-Sheplock, owner of Idéologie, a Denver-based advertising, design and interactive firm.

“It’s a lot of work, but you’d like it to be a lot of work because you want to make sure those companies truly are woman-owned businesses,” she said.

Norton-Sheplock decided to pursue WBE certification after watching a friend’s event-planning firm flourish as a WBE-certified venture.

“I saw how it truly transformed her business,” she said.

Partnering for growth

Norton-Sheplock’s company is using its new status as a WBE to pursue partnerships with larger corporations looking to outsource contracts to certified woman-owned and minority-owned businesses, as well as government contracts.

“It really gives you access to those big companies’ procurement opportunities,” she said. “It’s great goodwill, and it’s also great press coverage for them.”

Norton-Sheplock saw WBE certification as a way to differentiate her company from other communications firms.

“At the end of the day, it’s about how you set yourself apart,” she said.

Idéologie’s WBE certification recently helped it secure a contract with the Colorado Department of Transportation to design and implement public education campaigns to prevent drunk driving and encourage seat belt use. Norton-Sheplock noted, though, that WBENC membership isn’t a ticket to Easy Street; certification is only the first step to establishing relationships with corporate and government procurement officers.

“Once you get your certification, then the work still continues,” she said. “It’s not like you get the certification and these opportunities are just knocking down your door.”

Networking and community

Both Norton-Sheplock and Inch have already taken advantage of networking and educational opportunities extended exclusively to WBENC members.

“I was very fortunate to be certified just in time for the national conference in San Francisco in June,” Inch said. “I met so many wonderful women, and I know that we will be friends and business associates for a long time to come.”

Norton-Sheplock, who also made her first trip to WBENC’s national conference this year, had a similarly positive experience.

“You come into the hotel lobby, and you just feel the estrogen in the air.”

Inch and Norton-Sheplock said they’ve already begun forging connections with other woman-owned businesses through their involvement with WBENC.

“As we grow our business in the USA and Asia, we look forward to the network of WBENC companies who we can rely upon to support our international growth objectives — primarily sales and marketing,” Inch said.

There’s a sense of partnership among WBEs, Norton-Sheplock added, and a feeling that WBENC members want one another to succeed.

“If anything, there’s just this community among woman-owned businesses, because you want to support them,” Norton-Sheplock said.

Inch, who is a veteran in the tech field, expressed some regret that she’d waited so long to get involved with WBENC.

“I’ve been in my business for forty years, and I should have done this years ago.”

by Gina Blitstein

Would you like to do business with the government and partake of the hundreds of billions of dollars paid to businesses yearly for providing the goods and services which keep the 'American machine' running? While it may seem beyond your reach, too complicated and potentially frustrating, an impossible dream it is not. With targeted information pointing you in the right direction, these lucrative government contracts are attainable.

Here are some success strategies from Patty DeDominic who has built businesses which over the past decade have earned over $200 million in government staffing contracts. DeDominic says the government's needs change all the time; they contract for all types of goods and services. So rather than allowing the process to intimidate you, remember that the government buys "like everyone else."

In a recent talk on this subject to the Inventors' Workshops and the National Association of Women Business Owners, DeDominic advises:

• Understand your costs of goods and competitive pricing. We knew a little bit about our competition, and that's important to understand and regularly get competitive intelligence.
  
• Market your strengths against your competition's weaknesses. Tip off your buyers as part of the client education process - without badmouthing competitors. Suggest what to be concerned about in areas that play on your strengths - for example, to have backup plans for providing staff, and to respond quickly with the desired skill set.
  
• Under promise and over-deliver. Set people's expectations as low as you reasonably can, and make sure that what you deliver is always more than the expectations.
  
• Develop time management skills. Learn how to prioritize and do the most important things first.
  
• Differentiate. Make sure you have a good product or service to offer. Look for ways to differential yourself in an arena that the buyer already knows they need then prove your worth.
  
• Value Your Team Members. Empower the people who give your organization the strength and depth it needs to serve big and demanding clients well.
  
• Contract With Care. We also read all the fine print in the contracts. Understand that insurance is not only expensive it is also not always covering all that you had hoped it would.
  
• Make Quality Paramount. If you are serious about government contracting be sure you remain as strong and committed to your quality as you possibility can.
  
• Get Top Advice. Surround yourself with the best insurance, accounting and legal advisors you can get, then listen.

Additionally, DeDominic says it's prudent to speak the customer’s language by familiarizing yourself with government contracting terminology. She also highly recommends subcontracting as a place to get experience and gain good references.

"You may be able to get a piece of a larger contract and get your foot in the door as a subcontractor." Finally, she stresses, "Your credibility and track record are extremely important and in many ways the government is a very sophisticated buyer."

Just think of the government as you would any other big corporation with whom you'd want to contract. Make yourself as attractive as possible and bid responsibily, having done your homework. Armed with these smart strategies and advice from someone who has been awarded these contracts, you too can participate in keeping America running while obtaining profitable contracts for your business.

by Gina Blitstein

A recent Wall Street Journal article, Opportunity Knocks and Uncle Sam is at the Door, reports, "Since the federal government has a goal of awarding 23% of contracting dollars to small businesses each year, and state and local agencies have individual small business goals as well, the time is ripe for small businesses to start selling to the government." It is encouraging to know that these opportunities exist - and even more plentifully within the economic stimulus plan - to augment small business growth. Yes, small businesses really can and do get these government contracts.

Lynn Sutton, founder of Kairos Consulting Worldwide, has discovered this for a fact. This is a success story, the story of how a Chicago-based management consulting firm landed a $1.26 million one-year contract with the U.S. Department of Defense.

Here's how Kairos did it. First, some specific background on the contract.

Lynn explains, "The Navy is preparing to transition their warehousing and distribution functions to the Defense Logistics Agency. Kairos was contracted to facilitate that transition. Our consultants are the project managers for the Navy, conducting assessments of the existing sites, gathering data, and facilitating the transition of resources."

Lynn says that she first heard of the opportunity to work with the Government when another woman business owner in a complimentary field brought it to her attention. Preparations were made to get the business poised to go for the contract. This included becoming certified as a women-and minority-owned business. This certification assures the government that your firm is indeed owned by a demographic with which they may be seeking to do business. Lynn joined industry-specific associations, networked with others in her field who often did business with the government, and even sought out the advice of a competitor about her experiences working with government agencies.

Lynn was fortunate that the process in Kairos' case took only about 8 weeks from initial introduction to signed contract. She credits the introducing firm's experience, insight and guidance for facilitating the process. She says, "My advice would be to team with other firms first so that they can guide you through the process."

The next step was identifying and securing the right resources to work with the government. According to Lynn, Kairos got the contract because of a couple solid strategies:

• We were able to put together a program team that combined Change Management experience with Supply Chain expertise. Says Lynn, "The consultants on our team each have more than 25 years of supply chain management or change management experiencewith the Navy/Department of Defense."
  
• We were able to pull in resources with substantial experience in the target areas of work. Lynn says, "Our consultants are well-versed in the broader Department of Defense initiatives, as well as the specific requirements within the regions. This put the Kairos team in position to hit the ground running.

Lynn says that going through the process was an education. "I came to understand how government contracting works. I also have a better appreciation for the specific differences between government contracting and consulting in the private sector. There are several nuances (differences) both in the contracting process and the execution of the contract.

Lynn recommends contracting with the government as a way to propel your business forward. "There is great opportunity and need for more small business in the federal government sector. I have found that in addition to providing a great service, it has been very beneficial in growing my business." It seems that partnering with the government can help the economy as well as your bottom line; a real win-win situation.

by Gina Blitstein

So you've decided that your business is ready to go for a bigger share of the market. Where do you locate the big contracts you need to turn that aspiration into reality?

According to the College of DuPage Business and Professional Institute web site, the U.S. government purchased more than $300 billion worth of goods and services last year. These purchases covered a broad base of products including machined parts, processed food, engineering services and printed materials. Those are some impressive figures!

So how do you go about reaping a portion of that financial bounty? Let's explore the process of doing business with the U.S. Government.

Throughout the country, there are cooperative government programs to assist your firm in becoming a government supplier. One such program is the Procurement Technical Assistance Center (PTAC). There are ninety PTAC centers nationally with a mission is to help businesses expand through government contracting at all levels - local, state and federal. PTACs are grant-funded so the majority of their services are offered free or for a nominal fee.

According to Rita Haake, Manager of PTAC, Center for Entrepreneurship, College of DuPage in the state of Illinois, here's specifically what the program can provide:

• Customized, computerized bid matching. Clients supply keywords that describe their product/service, and PTAC puts them into their system searching over 400 sites per day identifying opportunities at the local, state and federal level. The system begins with FedBizOpps then searches any other known government procurement sites. Clients ideally receive one email per day with opportunities.

Certification as a Women-owned Business Enterprise (WBE) is one way to align your business for consideration for some government contracts. As a certified WBE, you will be eligible to compete for contracts from agencies seeking to do business with women-owned firms. Both government agencies and large corporations often have goals to contract with minority businesses, such as those owned by women.

While there is no women-owned certification at the federal level, Haake says, "The federal government does have a 5% goal, but it is primarily executed by major corporations. When they win an award of $550,000.00 or more, they must subcontract out 5% of those dollars to a women-owned small business."

The fact that the U.S. Government funds these cooperative programs demonstrates a willingness to provide opportunities for growing your business to the next level. With the knowledgable assistance and experience of a program like PTAC, the process need not be overwhelming. Regardless of your location throughout the country, resources are available in the private sector, the government as well as the world of education to assist you in finding - and securing - these lucrative opportunities.

by Gina Blitstein

Opportunities to build your business are everywhere, so it's important to focus in on those that are the right match for your type of business, its size and growth potential.  While you want be prepared to jump at opportunities as they arise, you don't want to waste time and energy going after projects that are not a good fit for what your business offers. There's no sense trying to shove your round peg of a business into a square hole of an opportunity.

If your women-owned business is considering pursuing large government and/or corporate contracts, opportunities abound. According to the National Women Business Corporation, most government purchasing agencies and many corporations have programs for doing business specifically with women business owners. Certification as a Women's Business Enterprise (WBE) ensures the purchasing agents for these companies that a business is in fact woman-owned.

Let's examine the potential advantages of getting your business certified as a WBE. The certification offers numerous growth-building benefits to women-owned businesses. According to the Women's Business Enterprise National Council, the nation's leading third-party certifier of WBEs for the private sector, these include peer recognition, networking opportunities and access to information that can enable you to expand your business.

The most important information they provide is, perhaps, access to a list of "supplier diversity and procurement executives" at thousands of major U.S. corporations and other entities that accept WBE certification. These contracts can be lucrative to businesses that provide products and services these organizations need. Although WBE Certification is a powerful marketing tool, it only makes your business eligible to bid on these contracts - it does not automatically entitle you to them.

Before the dollar signs show up before your eyes, it's wise to take time to determine whether your business is a good candidate for certification - let alone prepared for going after these major contracts. While there are many benefits to being certified, it's not the best use of resources for every business.

The WBENC and WomenBiz.gov (a resource for women-owned businesses selling to the Federal Government) advise businesses to take these issues under advisement:

• Are you willing to do ongoing, detailed research to find bidding opportunities? They aren't going to fall into your lap - it will take some effort on your part to seek them out.
  

• Are you willing to invest time and energy into developing targeted marketing campaigns? You will need to convince the corporation or government agency that you are the right company for the job. 

The terms “bailout” and “stimulus package” appeared to be permanently added to the American lexicon last year.  As a small business owner, you may think the government’s economic intervention may have little to do with you; after all, aren’t bailouts for big banks and major industries?

Not necessarily.  As the government tries to decide how best to handle the current economic situation, more and more business experts are calling for federal assistance for small businesses.

According to a story that aired recently on National Public Radio’s “Marketplace,” groups like the National Federation of Independent Businesses and the National Small Business Association are pushing for a stimulus package that will help small business owners make it through the crunch intact.  Small business advocates are calling for a temporary payroll tax cut and tax deductions for business investment, as well as funds from the Troubled Assets Relief Program (TARP) targeted at small business lending.  

Even if there is no small business-specific stimulus package, entrepreneurs in certain fields may stand to benefit from other federal economic ventures, such as H.R. 1, the American Recovery and Reinvestment Act of 2009.  An article in the January issue of National Defense Magazine points out that, while small businesses face a variety of challenges in obtaining government contracts, any stimulus packages that have to do with infrastructure will likely result in additional federal dollars making their way to small businesses via expanded contract opportunities.

If the stimulus bill passes, those opportunities do seem likely to appear.  USA Today reported in December that federal spending is expected to reach an historic peak this year, with the government accounting for $1 out of every $4 spent in 2009.  Under the Small Business Reauthorization Act of 1997, 23% of that money is supposed be spent on small business contractors.  That mean billions of additional federal dollars will go to certified small businesses this year — not as “bailouts,” but as contracts.

For more information on H.R.1, the proposed economic stimulus package, visit http://thomas.loc.gov/cgi-bin/bdquery/z?d111:H.R.1:

Marketplace link
National Defense link

About half of all small businesses nationwide are owned by women, but according to an article published in the New York Times this fall, only about 3.4% of federal contracts are going to woman-owned small businesses — despite the fact that in 2000, Congress decreed that 5% of government contracts must be awarded to woman-owned companies. So what’s the holdup?

Part of the problem, it seems, is that women entrepreneurs have had a hard time navigating the federal contracting system, which can be confusing at times. Organizations such as Women Impacting Public Policy (WIPP) and the National Association of Women Business Owners (NAWBO) have started programs to help women business owners work their way through the contracting system.

If you think you’re ready to seek out government contracts, there are a few things you need to do to make sure you’ll get access to those opportunities:

• Take advantage of programs offered by organizations such as WIPP, NAWBO and the Small Business Administration (SBA) to help women entrepreneurs navigate the government contracting process.

• Get your business certified as woman-owned by a group such as NAWBO or the Women’s Business Enterprise National Council (WBENC).

• Register your business with the federal government’s Central Contractor Registration database.

There’s a legislative component to this question, though, too. In October, the SBA announced that the 5% rule applies to only 31 of the 140 industries eligible for government contracts. A number of politicians, including then-Senator Barack Obama, voiced their belief that all 140 industries should be required to award 5% of contracts to woman-owned businesses.

There is also some pending legislation in the Senate that may impact procurement opportunities for women. In February 2008, Senators Olympia Snowe and Elizabeth Dole introduced the “Small Business Women’s Procurement Program Improvement Act” (S. 2608) to help ensure that woman-owned businesses are, in fact, awarded the percentage of contracts dictated by Congress in 2000. That legislation was still in committee at the close of the last session. Other lawmakers have expressed concern that the government has not prioritized awarding contracts to small businesses, notably Sen. John Kerry, Chairman of the Senate Committee on Small Business and Entrepreneurship.

Congress reconvenes this month, with the economy in the foreground. If you’re concerned about making sure your business has access to government contracts, now’s the time to contact your elected officials and let them know. Visit www.senate.gov to get information on pending legislation affecting opportunities for woman-owned businesses, as well as contact information for all 100 senators.