Lecture on Government Contracting and Small Businesses

Introduction

• Speaker: Ricky Howard
• Background: Retired Air Force member, expert in government contracting
• Purpose: Educate small businesses about opportunities in government contracting

Key Points

Importance of Small Businesses in Government Contracts

• Less than 0.5% of small businesses sell to the government.
• Government must buy from small businesses, often 23% or more of contracts.
• In 2021, over $50 billion spent on small business contracts, with over half from the Department of Defense (DoD).
• Small businesses offer innovative solutions and flexibility.

Understanding Government Procurement

• Government procurement is a public process.
• Every agency has spending goals for small businesses.
• Contracts cover a wide range of services beyond weapons and military equipment, including landscaping, legal, and accounting services.

The Acquisition Process

• Acquisitions: Process of putting companies on contract.
• Roles:
  • Contracting Officers: Have legal authority to make purchases.
  • Program Managers: Lead acquisition efforts.
• Market Research Phase: Key to influencing contract requirements.
  • Interaction: Engage with program managers and acquisition teams.
  • Recommend technologies, services, and methods to fulfill needs.

Steps for Small Businesses to Enter Government Contracting

1. Research: Determine if the government buys what you sell.
   • Use sites like usaspending.gov to see government spending.
   • Analyze how spending is divided among small businesses.
2. Understand the Process:
   • Know the agencies and offices that procure your services.
   • Learn about different contract vehicles (e.g., GSA schedules).
3. Engage During Market Research:
   • Respond to requests for information (RFIs).
   • Suggest innovative solutions and technologies.
4. Develop Relationships:
   • Be personable and likable.
   • Follow up and maintain communication with contracting officers.

Common Misconceptions

• Many assume competition is rigged; however, it’s about market research and influence.
• Set-asides (e.g., woman-owned, veteran-owned) help but are not the sole basis for winning contracts.

Practical Tips for Veterans and Small Business Owners

• Assess government spending in your industry.
• Identify if products/services can be set aside.
• Establish credibility and prove ability to deliver.
• Use past performance to expand within government contracts.

Resources and Further Learning

• DOD Contract Academy Podcast: Hosted by Ricky Howard for insights into government contracting.
• Websites:
  • usaspending.gov: To research government spending.
  • sam.gov: To view solicitations and register your business.

Conclusion

• Government contracting presents a significant untapped opportunity for small businesses.
• Understanding the process and building relationships are keys to success.
• Ongoing learning and adaptation are crucial in the evolving contracting landscape.

Contact Information for Ricky Howard:

• Email: richard@richardchoward.com
• LinkedIn: Search "Richard Howard, Lieutenant Colonel Retired"