Selling to the Government
How do I locate the government agency that buys my product/service?
The quickest way is to contact the SBDC's Procurement Technical Assistance office. They have developed a resource of contact points within many government purchasing departments. The list includes agency web sites and phone numbers.
How long must I be in business to sell to government agencies?
Generally, most agencies award contracts based on price and/or technical capabilities. However, there is a current trend for agencies to review potential award winners' past performance. That helps the agency qualify a firm.
Can I find out about pricing information on past purchases by the agency?
Usually the agency will provide a history of past purchases by company name and contract price. Often that information requires interested bidders to send a separate letter requesting the data.
What are the advantages of getting certified?
The major advantage is that a certified company will have the opportunity to bid on jobs that are set-aside, to be bid only by certified businesses.
How much would I have to pay a marketing firm to search for bid opportunities?
There are several private companies that will do bid searches for fees ranging from $500 - $1,200 a year.
What steps should I take to effect a fast payment on a finished contract?
If the product/service has been delivered/performed and accepted by the agency, a submission of a proper invoice will start the payment process. Sometimes an offer of a prompt discount may also expedite payment, but remember you are receiving less of a contract price than you expected.
If I've never written a proposal for government work, how will I know how to present it?
Every proposal submission is different. However, you can attend one of the SBDC/PTAC's workshop to gain insight into how to assemble a proposal and what pitfalls to avoid.
SBDC @ Palm Beach State
3000 Saint Lucie Ave. Ste AD408
Boca Raton, Fl 33431
t 561.862.4726 | f 561.862.4727
© 2009 Small Business Development Center at Palm Beach State College
t 561.862.4726 f 561.862.4727 | sbdc@palmbeachstate.edu
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