The sheer number of federal government agencies can feel overwhelming. Narrow your focus by reaching out to the top five agencies as your first clients. Find out how to identify your top five today with these tips and expert assistance from Rafael Marrero & Company.
Consider Your Role in Federal Contracting
The first step is identifying what you have to offer Uncle Sam. As a SAM registered federal contractor, you have the opportunity of doing business with an extensive range of government agencies and military branches.
Reflect on the products or services you offer and where they may be best used. Your capability statement is a great place to refine your vision and determine what you can offer the U.S. government.
Review Federal Government Agencies and Military Branches
Once you have a better sense of what you offer, it’s time to review where it can best be used. You can view a complete alphabetized list of federal government agencies or view them organized by the government branch for more clarity.
Connect With Procurement Decision-Makers
Initiating a contract as a business-to-government contractor isn’t the same as a business-to-business contractor. When communicating with the U.S. government, it’s important to follow the correct channels and know who to connect with. Here are some ways to start your journey and connect with decision-makers in your top five agencies:
- Use the General Services Administration Multiple Award Schedule to see what you may be able to offer to agencies looking for long- or short-term contracts if you have a GSA Schedule.
- Apply for any applicable SBA certifications to win lucrative set-asides.
- Refine your federal branding, like business cards, website, and capability briefing.
These areas will help you stand out and learn how to talk the talk as a federal contractor. Connect with decision-makers in your chosen agencies to improve name recognition. There are strict requirements for federal agencies on how to award contracts, but knowing the decision-maker can still be a powerful benefit.
Reach Out to Prime Contractors
A prime contractor is a large corporation that works directly with the federal government. Unlike small businesses like yours, a prime contractor typically represents a national or global enterprise with a significant, long-term contract with the government. As part of these large contracts, prime contractors are required to set aside money for subcontracting with U.S. small businesses.
Becoming a subcontractor can, in some situations, be easier than winning a contract on your own. This situation also helps you build a meaningful relationship with a prime contractor as you look to identify your top five government agencies.
Team Up With the SBA Mentor-Protégé Program (MPP) or Teaming Agreement (TA)
There are two other helpful strategies to join another business as a business-to-government contractor: joining the SBA Mentor-Protégé Program and signing a contractor teaming agreement. Both opportunities allow you to combine strengths and services with another company seeking to do business with the same government agency.
Request Expert Guidance From Rafael Marrero & Company
Take the next step in connecting with your top five federal government agencies with Rafael Marrero & Company. Contact us today to learn how to do business with five key agencies as you grow your small business.
Dr. Rafael Marrero
A nationally recognized expert in federal contracting, small business entrepreneurship, vendor, and project/program management. A graduate of the prestigious Stanford and Cornell Universities, Dr. Rafael Marrero is a former Fortune 500 procurement executive, two-time Inc. 500 honoree, network news commentator, and Amazon best-selling author.
