It’s no secret the federal government prioritizes small business participation in federal contracts. In Fiscal Year (FY) 2019, the federal government awarded $162.9 billion in contract dollars to small businesses. How does the government accomplish this? The federal government requires Other Than Small Businesses (OTSB) to create a “practicable opportunity” for small businesses to participate in federal procurement. One of the ways to accomplish this is through small business subcontracting.

Did you know that having a small business designation can fuel marketing and sales efforts for new federal business opportunities? Every year, the Small Business Administration (SBA) aims for certain percentage goals of budget spending that are designated for small business contracts. So, it’s critical to know if your company is eligible for small business set-aside contracts, but how can you be sure?

Many government contractors make the mistake of not taking the time to conduct market research. Instead, they spend their time monitoring upcoming opportunities and chasing agencies, which is much more useful if paired with the proper market analysis to determine the right strategy and the most relevant opportunities to pursue. While it's important to get your company's name out there and respond to government solicitations, it can be a waste of time if the opportunity isn't the right fit, or there are components to it you just can't realistically meet.

Like shopping and ordering items online in just a few clicks on Amazon, GSA Advantage! is an online shopping and ordering system operated by the General Services Administration (GSA). The system provides government agencies access to a wide range of products and services available on GSA Schedule contracts, which are pre-negotiated agreements between GSA and commercial companies.

Certifying as a small business is an important step for GSA contractors who qualify, and some small businesses can even go further to certify for one of the Small Business Administration’s (SBA) socioeconomic programs. This includes the Women-Owned Small Business (WOSB) and Economically Disadvantaged Women-Owned Small Business (EDWOSB) programs. This certification allows small businesses access to exclusive set-aside opportunities. Women Owned Small Businesses make up 5% of the government’s acquisition goals, and it’s important all businesses that qualify know how to certify.

When you are preparing your GSA Schedule offer, there’s a whole section dedicated to your past performance and experience selling your products and/or services called the technical section. Just like a resume and cover letter acts for a job interview, the government wants to know you have experience and success selling your solutions before you offer them through a GSA Schedule. Once you get your contract awarded, the evaluations don’t stop there.