Learning how to sell your product or service to an organization as large and complex as the government can be a daunting task. Doing business with the federal government has its own set of rules, even its own language.
Today, most of the business process with the federal government is completed online using a computer. If you intend to sell to the federal government, it is wise to have a strategic understanding of your business and the products or services you will be selling before you contact a federal agency. Here are some suggested first steps:
- Update your company's business plan. Highlight special products, skills, and expertise that might be of interest to government agencies.
- Review your company's marketing strategy and goals.
- Review your business classification. Additional opportunities or set asides may be available if you qualify as a specially classified business. Classifications include: small, disadvantaged and HUBZone business, among others. More information on business classifications can be found at www.sba.gov.
- Identify your company’s North American Industry Classification System (NAICS) code. The NAICS has replaced the Standard Industrial Classification system for classifying all industries in the U.S. Economy. For more information visit their website at www.census.gov/naics.
- Contact offices in your State or Region. Speak with procurement specialists or contracting officers in your area about State and Federal government buying procedures, application procedures, technical requirements and marketing suggestions. These offices are familiar with the procurement needs of the federal facilities in their region or State. For help with identifying procurement opportunities, contact your local Small Business Development Center (www.ksbdc.org) or the Kentucky Procurement Assistance Program at www.thinkkentucky.com/KYEDC/proassist.aspx.
- Know and meet eligibility requirements. With few exceptions, a company that wants to compete for federal contracts must meet at least three initial requirements. Additional requirements specific to a particular procurement may be found in the applicable solicitation. The three requirements are:
- Register with the government’s Central Contractor Registry (CCR) database by visiting www.ccr.gov.
- Obtain a Data Universal Numbering System (DUNS) number, which is a unique nine-digit identification number for each physical location of a business. You can obtain more information by clicking here.
- Complete an Online Representations and Certifications Application (ORCA). This application is available here.
Additional Resources and Information
Does the government buy my product or service?
How does the federal government buy products and services?
What is the U.S. Export-Import Bank?
Subcontracting and the Military
Selling to the Military
Doing business with the Department of Defense
Kentucky Procurement Assistance Program
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