FedBiz'5

Your Government Readiness Level - Part 2 | Episode 38

• Fedbiz Access • Season 3 • Episode 38

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Your Government Registration Level (“GRL”) is your roadmap from registration to award. Did you win any awards in 2022? Make sure your foundation is set by following an established process known as your GRL. Click Here to listen to Part 1 of this Podcast.

In this episode we host Senior Government Contracting Specialist, Frank Krebs, to discuss Levels 3, 4, and 5 of your roadmap to government readiness by following a process for becoming a successful government contractor.

What is your Government Readiness Level?

Level 1: Get Registered and Optimized - SAM and DSBS

Level 2: Create Visibility for Market Exposure – Website Visibility & FedBiz Connect

 Level 3: Develop your Company Resume - Capability Statement

Level 4: Perform Targeted Market Research

Level 5: Become a Preferred Government Contractor

  • Get Certified Based on Your Socio-Economic Status
  • Get on the GSA Schedule for a 5-Year Contract with the Government

In Part 1 of our podcast, we discussed Levels 1 and 2 in more detail (Click Here to listen to Part 1 of this Podcast). Once a firm gets registered, optimized, and is visible to government buyers and large businesses alike, it's time to develop their business resume. 

Level 3: Develop your Company Resume - Capability Statement

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 core competencies and qualifications. 

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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