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?