How to Get Government Contracts

RFPs and Bidding

Government contracts are very specific and detailed. The rules, terms, and procedures are all set forth in advance. Understanding this is very important, and many businesses aren't used to such stringent requirements.

Full details will be included in your bid package, which you get from the agency that puts out the RFP (request for proposal). You need to understand exactly what's in it.

Don't just skim over it because, as they say, "the devil's in the details." Make sure to carefully read all of the documentation, not just the description and specification sections. Once the government signs it, it becomes your binding contract. Take notes as you read it and get answers before sending in your bid.

To find government contracting opportunities in your area, try these searches in the search box below:

Let's say you're a writer and your service area is Los Angeles. In the search box, you would type "RFP writer Los Angeles" (Just those words, NOT the quote marks!)
For example, enter into the search box:
RFP writer Los Angeles
But type in YOUR specialty and YOUR city/region/state

Other options for searching:

"request for proposal yourspecialty yourarea"

"government contracts yourspecialty yourarea"

Don't be afraid to ask for clarification, which must be in writing. Read the entire contract and look for discrepancies. Don't take anything for granted. Sometimes you have to refer back to other specs to make sure you know everything you'll have to do.

The key to success with government contracts is to be familiar with procedures, and to know exactly what you're doing. Have no fear! Most agencies are usually quite willing to walk you through the it.

In fact, some of them are required to help you ... even to actively recruit your services!

Uncle Sam wants YOU - at a fair price!

The government (federal and state, as well as a great many municipal agencies) actively seeks participation from small business when purchasing goods and services. It also spends money for outreach programs to find good, qualified suppliers, and often provides guidance to help you bid with minimal risk.

Another advantage to government contracts is that you can find out how much was purchased the last several times, who won the contracts, and how much they were for - insights not easily found in private contracting.

The same business basics apply to selling to the government as to private clients. Both are looking for quality at a fair price. And in both instances, you have to know your clients' needs, as well as how they buy and who makes the decisions. Getting to know the decision-makers is as important in government contracting as it is with private clients.

The first step in preparing to win government contracts is to do some market research. In addition to many books on the topic, you can get help from several sources, including:

1) Directly from the government itself. There are small business specialists whose job it is to work with, and promote, small businesses during the contracting process. The Internet is widely used by government agencies at every level to provide information and forms to businesses, with more agencies adding web pages every day. Finding information and support has never been easier!

The Small Business Administration is an excellent resource. In 2003, SBA partnered with the U.S. Chamber of Commerce to create the Business Matchmaking Program. It's designed to provide economic stimulus to small businesses by improving access to federal, state, and local government contracting opportunities. Based on government statistics, federal agencies have not been meeting their goals for small business contracting. This program intends to help bring in new vendors.

2) From government-sponsored and commercial counseling services. Seminars range from introductory sessions to in-depth training for contracting with specific agencies. Again, you'll find a vast amount of information on the Internet by using a search engine.

3) From other businesses who have done business with the government. (This is a great reason to join your local Chamber of Commerce and a business association.)

4) From private consultants. "Hire somebody or go to a seminar and find someone with expertise in government contracts to learn what you need to know before bidding," Colvin recommends. "Know how to read the specifications - not just the technical specs for your business, but all of the general specs as well."

Next: How to Get on the RFP Bid Lists

Also see: How to Get Government Contracts - The 5 Basic Steps