Yes, they can make you rich, but yes, there is a lot of moveing parts.
First, you need experience. Uncle Sam wants you but only his military takes guinea pigs. Federal contracting is a go-to-show game.
Your CO most ordinarily won’t coach you through the process. That was my problem. My mother may have spent her career in state government but my father was a coach and I always loved going to practice!
My focus inside the government was never numbers because the SOP never changes. It was people because they’re interesting.
Enough about me.
After you prove your commodity or service inside the commercial sector, you may desire to enter the federal arena. Whether it’s a ROI or an affinity for veterans, the government’s better buying power can assist your company.
First, you have to conduct research as to how our nation’s government conducts business because its never on a handshake or verbal agreement unless its wartime or an act of God. There’s a lot of paper involved.
The government advertises its opportunities through websites on SAM.gov. Those 100 page solicitations explain the what, where, when and you propose the how much.
But there are rules.
The federal and agency rules and regulations oversee the purchasing process through the FAR and its agency supplements. Every agency has one.
After you have read the legalese. There’s more. Be sure to know and understand the necessary information by way of standard forms, Excel spreadsheets and much needed supplied documentation that is required to display your company commodity or service, pricing and experience.
You may need engineers to supply a brochure, a list of material pricing or manufacturing times. You most definitely will request assistance from your accounting department to supply invoices to show both experience and P&L statements if requested. If you are the primary POC you will have to be able to both elaborate and possibly negotiate if necessary. Remember that it’s beneficial for all involved parties if the signatory is an officer of the company unless your consultant is able to negotiate, but you will still in some cases have to understand how your proposal would effect the day-to-day operations of your company.
However, negotiations with your CO won’t happen over night. You must be patient because the CO needs your attention and your paperwork has to be completed correctly in a current, complete and accurate manner to even get there. Otherwise, your project will move forward with no intent to award.
That’s never the goal but it is a crossroads and COs make quick decisions because there are a lot of purchase requests or standing pre-award and post-award actions at each desk.
Pretend you negotiated a deal with Uncle Sam. Now, there is not only produced product at established prices but there is required reporting. Sales, even zeroes need be placed in the appropriate portal, sub-contracting plans may be essential and your CO will make regular entries into CPARS. Your performance matters both in the field and at your desk.
A business deal with the federal government is not just the President or C-suite negotiating. It takes that umbrella and all their rain drops underneath.
Federal contracting can be a win-win situation for both you and the government, but it takes a lot of work from both parties to hit pay dirt.
If your company would like assistance in the navigation of this seemingly convoluted process then email nicholas.s.robertson@outlook.com for your introductory message and a free consultation.
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