Your Government Readiness Level - Part 2
Jesse Sherr 00:03
My name is Jesse and I work with small businesses in the Government Marketplace.
Jesse Sherr 00:06
You're listening to FedBiz'5, where you get informed, get connected, and get results on everything government contracting.
Jesse Sherr 00:16
Hello, and welcome to another episode of FedBiz'5. Frank is back today for Part 2 of "Your Company's Government Readiness Level." In the first part, Frank discussed getting registered and optimized, as well as your market exposure and visibility.
Jesse Sherr 00:31
Let's just jump right in Frank. Where does the firm go from here?
Frank Krebs 00:34
Well Jesse, once a firm gets registered, optimized, and is visible to government buyers and large businesses alike, it's time to develop their business resume. Now this is Level Three. Again, you must have some experience in selling products or providing services that you're attempting to sell to the government. For most companies, that's going to be commercial experience.
Frank Krebs 00:59
Now many years ago, the Capability Statement was created to provide government buyers with all of the information they need to identify a business for government contracts. The Capability Statement is the standard tool that's utilized by federal buyers and decision makers to conduct an initial evaluation of your firm's competencies and qualifications.
Frank Krebs 01:24
The intent of a Capability Statement is to introduce your company to the government contracting staff. It's typically a one-page document that clearly displays your company's core competencies, demographic and registration data, differentiators, and past performance, both government and commercial.
Frank Krebs 01:45
An effective Capability Statement is equal parts form, function, and design, ensuring that your company makes a positive and lasting first impression. And remember, the Capability Statement simply supplements your overall marketing efforts, but can be used in commercial settings with equal success.
Jesse Sherr 02:07
Great information, and I do remember you mentioning in an earlier session that there is never a bad time to send out your Capability Statement. Correct?
Frank Krebs 02:16
That's true, Jesse.
Jesse Sherr 02:17
All right. So now what is the Fourth Level in a company's government readiness?
Frank Krebs 02:22
All right, the Fourth Level in a government readiness is to begin targeted market research and initiate an outreach campaign. Folks, it's now time to get serious.
Frank Krebs 02:34
FedBiz Access offers a variety of marketing plans and approaches. But the simple fact is, no matter what approach or plan you follow, you must begin marketing your firm to government buyers if you expect to be successful in the government marketplace.
Frank Krebs 02:49
You should start your marketing by identifying one or two government agencies that you want to work with and agencies that utilize the products or services that you provide. Don't bite off more than you can chew. A lot of people that I've spoken with want to market to everyone. But in reality, a firm has only so many resources, financial and personnel, that can be devoted to marketing. So, find an agency that utilizes what you sell and/or an agency where you have some relationship and begin an outreach to folks in that agency.
Frank Krebs 03:26
One of the best sources of information and assistance is the Office of Small and Disadvantaged Business Utilization. Every federal agency has one of those offices, and they are established to act as the liaison for small businesses working within their agency. You can find these offices by searching the agency website or by going to Google and putting in the acronym O-S-D-B-U and the agency name that you're targeting.
Jesse Sherr 03:56
You could do Yahoo too, right?
Frank Krebs 03:58
Oh, yes.
Jesse Sherr 03:58
Not just Google, or any search engine.
Frank Krebs 04:00
Yes, absolutely Jesse, any search engine will work.
Jesse Sherr 04:04
So, I apologize if I cut you off.
Frank Krebs 04:06
No problem.
Jesse Sherr 04:07
Excellent.
Frank Krebs 04:08
Actually, the individuals that do work in these offices spend their day assisting small and disadvantaged businesses. They help them to get in touch with the right people in their agency, and they work behind the scenes at the agency to ensure that that agency is meeting or exceeding their small business goals.
Frank Krebs 04:26
Another approach is to identify government contracts and contractors that work in that agency. If you know of a firm that has a contract with your target agency, ask them for the name and contact information of their contracting officer. Then reach out to that person, introduce yourself and your company, and remember to provide the agency contact with a copy of your Capability Statement. And make sure you let them know what you offer and that you're very interested in working with their agency.
Frank Krebs 04:58
You can also ask for an in-person meeting, if practical, and make sure they know who you are, what you do, and how to reach you. Remember, most government contracts are not handled through full-and-open bid competitions. Nor are they announced prior to bids being received. Bids are requested and reviewed but most companies have an existing relationship with that agency. You have to market yourself to be included in these opportunities.
Jesse Sherr 05:29
Right, you really do have to keep that mindset. You know, like get out there and put it in their face, but also you're building a relationship. That's the most important part, in my opinion. I don't know if you agree or not.
Frank Krebs 05:41
Oh, I do agree Jesse. It's absolutely the most important part to build a relationship with the folks in that contracting office.
Jesse Sherr 05:48
All of that makes absolute sense to me. So, what's the final level?
Frank Krebs 05:51
Sure. The final level, which is our Level Five is about becoming a preferred government contractor and getting certified under whatever status is applicable to your company.
Frank Krebs 06:03
The government places preferential status on a number of different social economic categories, such as Woman-Owned, Minority-Owned, Veteran-Owned, HUBZone, 8(a), and GSA schedule. Each of these statuses provides additional benefits and opportunities for receiving government contracts. Now if applicable, companies should take advantage of as many of these as possible. With the Veteran-Owned, Minority-Owned, Woman-Owned, and HUBZone certifications, they provide businesses with set aside and sole source contract opportunities.
Frank Krebs 06:41
As the federal government works to level the playing field by limiting competition on certain contracts, federal officials, buyers if you will, are incentivized to meet small business contracting goals. As an example, the current administration is attempting to reach a total of 15% of all contract funds being awarded to small disadvantaged businesses.
Frank Krebs 07:03
While each of these statuses need to be applied for and each have specific qualifying factors, these certifications come with many benefits that greatly improve the chances of a business receiving government awards.
Frank Krebs 07:18
Now, 8(a) certification and GSA Schedule contracts are additional statuses that have specific qualifications for small businesses. But in this case, they must already have proven themselves in their market and are even more valuable in obtaining government business.
Frank Krebs 07:35
So, hopefully our audience will see that their Government Readiness Level lays out the process toward building a business that specializes in government contracting. And the further a business moves through the various levels, the more opportunities they become eligible for and the greater their opportunity for success in the government contracts market.
Jesse Sherr 07:56
Frank, excellent, excellent information. I appreciate that. And I'm sure our listeners do as well. I think that's going to conclude our Part 2 of knowing "Your Government Readiness Level."
Jesse Sherr 08:06
Frank, thank you so much for coming on. We appreciate everything.
Frank Krebs 08:09
Appreciate it. As always, Sir Jess.
Jesse Sherr 08:12
All right. You have a good day now.
Frank Krebs 08:14
Thanks, you too.
Jesse Sherr 08:15
This concludes this week's episode of FedBiz'5 where you get informed, get connected, and get results.
Jesse Sherr 08:26
Today's podcast is sponsored by FedBiz Access, government contracting made easy.
Jesse Sherr 08:31
Visit them at FedBizAccess.com or contact them at 888-299-4498