Strategies for Selling to the Government

Oct 9, 2024

Lecture Notes: Selling to the Government and Understanding Federal Acquisitions

Speaker Introduction

  • Speaker: Ricky Howard
  • Background: 20 years in the Air Force, experience in acquisitions, retired military member
  • Current Role: Runs DOD Contract Academy, consulting business

Key Concepts in Government Contracting

  • Government Purchases: Less than 0.5% of small businesses sell to the government
  • Small Business Opportunities: Government is required to buy from small businesses
  • Federal Spending: Public knowledge, with a significant portion spent on small business contracts
  • Department of Defense (DOD): Major spender, with over half of small business contracts

Process and Structure

  • Acquisitions Career Force: Includes contracting officers and program managers
  • Contracting Officers: Legally authorized to put companies on contracts
  • Program Managers: Leaders of acquisition efforts

Selling to the Government

  • Key Step: Understand how the government buys what you sell
  • Market Research Phase: Crucial for influencing solicitations before they are formalized
  • Solicitations: Official requests for proposals or quotes; strict regulations once issued

Strategies for Small Businesses

  • Flexibility and Adaptation: Small businesses willing to adapt can succeed
  • Types of Purchases: Government buys a wide range of products/services, not just weapons
  • Opportunities for Innovation: Innovators can influence requirements listed in solicitations

Importance of Set-Asides

  • Set-Asides: While useful, not the primary factor; focus on solving problems
  • Types of Set-Asides: Service-disabled, veteran-owned, women-owned, etc.

Steps to Enter Government Contracting

  1. Verify Demand: Ensure the government buys what you sell
  2. Research Spending: Use sites like usaspending.gov to track government spending
  3. Identify Buyers: Focus on agencies that purchase your offerings
  4. Understand Purchasing Mechanisms: Contracts, GSA schedules, sole sourcing
  5. Influence Solicitations: Participate in market research to inform requirements

Building Relationships in Government Contracting

  • People and Relationships: Critical in influencing and winning contracts
  • Communication: Being responsive, meeting requirements, and engaging with program managers
  • Reputation and Reliability: Important for ongoing and future opportunities

Additional Resources and Recommendations

  • Start with Free Resources: Visit usaspending.gov for insights
  • Continue Learning: Regularly engage with podcasts, seminars, and online resources
  • Networking: Leverage connections and build relationships with key personnel

Conclusion

  • Call to Action: Visit dodcontract.com and listen to the DOD Contract Academy podcast
  • Contact Information: LinkedIn and email for further inquiries

These notes provide an overview of the strategies and processes involved in selling to the government, particularly for small businesses. The emphasis is on understanding the purchasing mechanisms, market research, and building relationships to succeed in federal contracting.