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Richmond Times-Dispatch, Va., Minding Your Business Column

Posted on: Tuesday, 20 June 2006, 18:00 CDT

By Iris Taylor, Richmond Times-Dispatch, Va.

Jun. 18--NO FIRM TOO SMALL FOR FEDERAL CONTRACTS: Ready to do some contract work for the federal government?

Even if you're a solo practitioner, your business is not too small.

Follow these instructions and tips from Florine Duncan, business development specialist at the U.S. Small Business Administration, Suite 1150, 400 N. Eighth St. in Richmond:

Pick a number. If you don't already know the six-digit NAICS (North American Industry Classification System) code that describes your business, go to www.census.gov/epcd/www/naics.html. In the NAICS search box, type a broad, one-word description of your business. Type, for example, software, if you're a software designer, or Internet, if you're an Internet service provider.

Peruse fedbizopps.gov to view contract opportunities. It's the federal government's contractor database. You must register there to get contracts. Click "Find Business Opportunities."

In the "Full Text Search" box, type in "NAICS AND" your code. If your business is software, code 541511, recently there were 13 pages of contract opportunities at various government agencies.

Among them: the Army, Navy, Air Force and departments of Commerce, Health & Human Services, Veterans Affairs, the General Services Agency and the Environmental Protection Agency. Click on a contract description that matches what your company does, and see if you'd like to post a bid.

Or, go to www.sba.gov and click "Business Opportunities," then "Identify Agency Needs," then "Buying Sources."

Pick an agency you wish to do business with and click through to its home page. If you'd like, the local SBA will send you a list of the procurement contacts at each government agency.

You may not have to compete for a contract. If you're a U.S. citizen and are socially and economically disadvantaged, own at least 51 percent of your business, have a personal net worth that does not exceed a specified amount or you operate and employ residents in an urban or rural community dubbed a HUBZone, you may qualify for special contract opportunities.

You could win a nine-year contract that you don't have to compete for in one program, called the 8(a) program, or for as long as you operate inside the HUBZone, if that's the program you're in. For details, go to www.sba.gov and click "SBA Programs."

You must go through a certification process to participate. Carefully read all requirements and the FAQs.

The SBA can help you prepare. Read how to define your product or service, target your market and make a good business plan and other topics at sba.gov. The Richmond SBA offers training seminars and matchmaking events. Call (804) 771-2400 or (800) 767-8052 to learn what's up next and to get on its mailing list.

At orientation sessions, SBA procurement centers around the state help small businesses identify contracts and succeed at doing business with the government.

You will be asked for a business plan. Hopefully, you already have one. The SBA will send a business plan template by e-mail or snail mail, or you can download one at sba.gov's online library. In the 8(a) program, "in order to receive a contract, they've got to have a business plan approved," Duncan said. All others should have one, too.

Get ready to wait. It's going to take up to 3 1/2 months to work through the application process if you're getting qualified for one of the special programs. The bidding process may take another couple of months or so.

Help yourself. Develop a strategy and start marketing your business to the federal agency you wish to do business with. Find out if it uses the product or service that you provide. Is yours a unique product or service? Figure out how you can successfully compete against other contractors.

Also, learn to exude confidence. Be an expert on what you're talking about. Show up early for meetings. Perform well enough to get letters of recommendation. Return calls and e-mails. Develop a good rapport with banking sources. Learn to negotiate a contract. Be persistent, but patient. Never give up, Duncan advised.

Contact staff writer Iris Taylor at itaylor@timesdispatch.com or (804) 649-6349.

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To see more of the Richmond Times-Dispatch, or to subscribe to the newspaper, go to http://www.timesdispatch.com.

Copyright (c) 2006, Richmond Times-Dispatch, Va.

Distributed by Knight Ridder/Tribune Business News.

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Source: Richmond Times-Dispatch

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