Is the clock ticking on your GSA Schedule? You’re nowhere near that $25,000 sales goal, and you’re facing cancellation of your contract within the next couple of months? That doesn’t have to happen to you. Here’s how you can buy some time to make good on your goals.
Are you waiting for small business rules and legislation changes to let you win federal business? Registered at Sam.gov, have a GSA schedule, and obtained all your certifications, and you're still waiting for "the call"?
If you’re waiting for someone else to do something for you to win federal contracts, you’re going to be waiting a long time. Here's how to change that.
There are plenty of companies that are offering to create or review your capability statement – for a fee. But even if the people you hire to help you used to work for the federal government, their advice usually has one major shortcoming:
They’re not your customer.
Business owners often ask me if there’s a standard template for a capability statement. No, there isn’t. And while there are standard elements you need to include, I often find that seasoned experts even disagree about those.
Time after time, I hear business owners saying, “I can never win at that Federal agency. The Contracting Officers (CO’s / KO’s) only want to work with HUBZone, 8(a), Veterans, or (soon) women-owned, businesses they can sole source to.”
Don’t get discouraged; get the facts. USASpending.gov reports that in 2014, only 3% of the total federal spending in any of the small business programs was awarded without competition. In short, what they’re saying isn’t what they’re doing. So what’s going on?
As the year wraps up, we business owners often comb through our budgets to see what to cut, what to add, in the year ahead. Association memberships often get a close look – and they should, every year.
Reach out to potential partners who can help you access contract vehicles or set asides. Many competitors are potential partners, too – especially if they are eligible for set-aside program that are different from yours. Go back to www.USASpending.gov to see which companies are the top vendors in your target agency in each major small business program. You can find a primary point for those companies in the Dynamic Small Business Search.