There are two ways to get government contracts. First, the government can find you through the Central Contractor Registration (CCR), the database that Federal agencies use to learn about prospective vendors. Agencies can search for companies based on any number of factors, including abilities, size, location, experience, and ownership. So it is very important to be registered in the CCR and to keep your business profile up-to-date.

The second way is to identify current contracting opportunities by consulting a number of government resources.

Federal Business Opportunities  
FedBizOpps is a comprehensive listing of all government procurement opportunities expected to exceed $25,000. Federal agencies use this site to communicate their buying requirements to potential suppliers.

Simplified Purchases
For purchases between $3,000 and $100,000, the Federal Government can use simplified procedures for soliciting and evaluating bids. Federal rules require these purchases to be reserved for small businesses unless the contracting official cannot obtain offers from two or more small firms that are competitive on price, quality, and delivery. All planned purchases over $25,000 must be listed in FedBizOpps. For proposed contracts of $10,000 to $25,000, requirements must be displayed in a public place (such as a Federal agency’s “Bid Board”) or by an appropriate electronic means, such as the agency’s Website. Agencies use a variety of means for purchasing items costing $3,000 to $10,000. To learn about them, small firms can contact the local agency’s buyers, go to the agency’s Website, or visit the agency to consult the Bid Board.

Micro-Purchases
Government purchases of individual items under $3,000 are generally considered “micro-purchases.”  These purchases do not require competitive bids or quotes, and agency employees other than contracting officers can make them. Micro-purchases are paid using a government credit card, so you have to be able to process credit card purchases. Micro-purchases are not reserved especially for small businesses, although small businesses may participate in the process. To learn about micro-purchase opportunities, contact the buyers at the local agencies. 

Federal Supply Schedules
Since many Federal agencies have common purchasing needs, the government realizes economies of scale by centralizing the purchase of certain kinds of products and services. Through the GSA (General Services Administration) Schedules Program (also known as Federal Supply Schedules and Multiple Award Schedules), the GSA establishes long-term, government-wide contracts with commercial firms to provide access to millions of commercial supplies and services, from copier paper to computers to accounting. These products and services can be ordered directly from GSA schedule contractors on the GSA Advantage!™  online shopping and ordering system. State and local governments also use the GSA schedules for purchasing goods and services, so becoming a GSA schedule contractor increases your opportunity for contracts across all levels of government.

Contracting officers determine whether prices are fair and reasonable by comparing the prices/discounts that a company offers the government with those offered to its commercial customers. The negotiation objective is commonly known as "most favored customer" pricing. To make this comparison, GSA requires offerors to provide commercial price lists and disclose information regarding their pricing/discounting practices.

For more information about becoming a GSA schedule contractor, click here. GSA workshops designed to encourage and support small businesses interested in obtaining a Multiple Award Schedule contract are held throughout the year. And the Center for Acquisition Excellence provides comprehensive training for Schedules, GWACs, and the Cooperative Purchasing Program.

Subcontracting
Subcontracting to a prime government contractor can be a good way to participate in the contracting process. Large businesses with prime contracts exceeding $500,000 (except for construction, which is $1 million) must provide a plan with subcontracting opportunities for all categories of small business. To find subcontracting opportunities, go to SUB-Net, SBA’s database where prime contractors post subcontracting opportunities. Sub-NET is also used by Federal agencies, state and local governments, nonprofit organizations, colleges and universities, and even foreign governments to identify small businesses.

Special Programs
Small businesses that are affiliated with special SBA programs (such as HUBZone and 8(a) Business Development) or fit into a specific category (such as woman- or veteran-owned) may be eligible for certain contracts. Most Federal agencies have an Office of Small and Disadvantaged Business Utilization (OSDBU) that promotes small business prime and subcontracting opportunities, and the small business specialists in these offices are important marketing contacts. For a list of agency contacts, click here.