IBA SUCCESS MAGAZINE Volume 6 Campaign 1 | Page 36

SHAKERS & MOVERS n SMALL BUSINESS DEVELOPMENT Want a Government Contract? LET’S GET DOWN TO BASICS By Malaya Bryan Fortunately, one of the services that we of- fer at Small Business Contracting Source, Inc. is assistance with navigating the con- fusion of government contracting. Our decades of experience working at various levels within the Florida Department of Transportation, as well as my numerous contacts within the organization, give us a key insight into the requirements and processes involved with winning a gov- ernment contract. I was recently reminded of the challenges of breaking into govern- ment contracting when I was referred to a new client that has recently relocated to Florida from Central America. While quite successful in their own country, they had no idea of the constraints that govern- ment procurement brings. Unfortunately, by the time that they reached out to us, it was too late in the procurement process for them to be eli- gible to compete. They did not have the requisite certifications nor was their busi- ness registered in the appropriate coun- ties. Here are a few things that you can do when interested in government work that 34 IBA Success Magazine n VOL 6, Issue 1 can ensure you are prepared to go after these often-lucrative contracts. • Print the ad and read it thoroughly. I can’t stress this one enough. Though it may be confusing, generally all the information that you need will be contained in the ad. It should give you the required formatting, certifi- cations required, deadlines, and any other mandatory requirements that your business must meet to submit a responsive proposal or bid. This should also give you the schedule of events. Don’t wait until the last minute! • Attend all public meetings. The thing about government work is that all meetings are public be- cause of the Sunshine Law. Even if it’s an optional meeting, you want to be there to not only gather information about the project but also to network with the people who you are hoping to work with. • Register in Sunbiz and MyFloridaMarketplace. You won’t be able to do any work with the State of Florida unless you are registered with these websites. The cost associated is low, but reg- istration can sometimes take time. Again, do this as soon as you think that you want to get into the business of government contracting. Don’t wait until a contract that you want is advertised. • Never give up. Don’t sweat it if you don’t win, or even come close, with your first pro- posal. Most firms don’t get it right on the first attempt. Make appointments for marketing meetings and intro- duce yourself and your service to the agency. Get familiar with how they do business. Find out what they are looking for, and show them that you have what they need. Believe me when I say that I know how frustrating this procurement process can be. I’ve been on both sides and you must remember that the government runs at its own pace. However, obtaining a gov- ernment contract gives your business validation, reliable revenue (for the dura- tion of the awarded contract) and opens the door to do business with other gov- ernment agencies and contractors!! “No matter what type of service your business offers, from IT services to landscaping, there is a government contract just wait- ing for you.” If you want my advice on how to grab it, give me a call at Small Business Contracting Source and we can ease the frustration and set your business up for continued success. Malaya Bryan Principal Small Business Contracting Source 1-833-ASK-SBCS www.SBCSinc.com https://www.facebook.com/sbcsinc https://www.instagram.com/sbcs_inc Business Experts providing Solutions for Success: Business Advisory Services Capital Business Financing Training & Development Government Contracting TOP: A s a former employee with the Florida Department of Transportation, I am fully aware of the challenges facing small businesses trying to obtain their first government contract. Their websites are not user-friendly, and the overwhelming amount of informa- tion makes it impossible to find what you need. Most of the time, the software that they use is outdated. There are many re- strictions and required certifications that are not clearly defined, and their process- es can be complicated. Not to mention, the difficulty of locating a “live person” within the agency that can assist you with the dedicated time needed to explain the systematic procedures of doing business with the government.