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“Getting Started in B2G Selling”

Contracting with government agencies is generally based on the same principles as commercial contracting, but with some key differences.

When entering into contracts with state, local and federal government entities, the government is considered an “agent” of the people served by the agency or government.  As a result of this public responsibility, many of the details of contracting are carefully defined by statute. In addition, rules and regulations pertaining to establishing specifications in the bidding process and the award/selection process are carefully controlled, which means that the process is largely open to public scrutiny and is very structured.

The first step in doing business with the government is making a plan for beginning (or growing) your government business.  This plan should include the exact geographic area that you want to conduct business in and a narrowed down list of NAICS or NIGP codes on which to focus.  Once you have done this, using one of Government Contract USA’s services will allow you to find all of your bids quickly and easily for the parameters that you laid out in your government business plan.

Once you have selected an opportunity that makes sense for your business, find out everything you can about the bid, including details of possible pre-bid meetings, extra documentation and competitors that may be bidding as well.  Also, it’s often advisable to contact the bidding agency directly to introduce yourself personally.

It is best to know all the details of the bid and the bidding process to ensure that you make your bid timely, complete and in compliance with all requirements. While having the lowest bid price is certainly important, in most cases, government purchasers will also consider their "comfort level" with the vendor. If you are informed, accurate, on time and professional, your bid has a much better chance of getting "to the table" and being seriously considered for winning the proposal.

 
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