Win Government Contracts for Your Small Business


Government contracts under $100,000 are targeted to small businesses. Win Government Contracts for Your Small Business-now in its fifth edition-will show you how to get in on the action in just 10 easy-to-understand steps. By following our practical advice, you'll be accurately listed in the federal procurement system, allowing you to start receiving bid leads for lucrative federal contracts.

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Government contracts under $100,000 are targeted to small businesses. Win Government Contracts for Your Small Business-now in its fifth edition-will show you how to get in on the action in just 10 easy-to-understand steps. By following our practical advice, you'll be accurately listed in the federal procurement system, allowing you to start receiving bid leads for lucrative federal contracts.

In Win Government Contracts, you'll learn:

The simple most important step to take-before you start bidding on contracts

How to use the Internet to compete

Where to find government buyers

The best source of bid leads for you and your company

How to write a winning proposal

Essential government web sites

Win Government Contracts is the only book that covers, step-by-step and in detail, how to successfully compete for federal contracts-and make more money for your small business.

About Wolters Kluwer and the Business Owner's Toolkit Series

Wolters Kluwer is a leading provider of proven, high quality business information trusted and relied on by five generations of accounting, legal, government, and business professionals.

The Business Owner's Toolkit Series offers readers a depth, breadth, and timeliness of information unrivaled by any other small business publisher. Unlike small business books written by a single author, these books draw on vast reserves of business information that Wolters Kluwer delivers to its professional customers. Now, Toolkit Media Group makes this expert information available to small business owners like you, in an easy-to-understand format.

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Product Details

  • ISBN-13: 9780808015796
  • Publisher: Toolkit Media Group
  • Publication date: 6/28/2007
  • Series: CCH Business Owner's Toolkit Series
  • Edition number: 4
  • Pages: 480
  • Product dimensions: 7.00 (w) x 10.00 (h) x 1.20 (d)

Meet the Author

John DiGiacomo is the director of the Procurement Technical Assistance Center at Rock Valley College where he assists companies working with the federal government. Under his direction, more than 500 different companies have been awarded more than 500 million dollars in contracts. He lives in Riverwoods, Illinois.

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Table of Contents

Part I Leap of Faith 1

Chapter 1 What Are the Opportunities? 3

Contracting Opportunities 4

Credit Card Opportunities 7

Chapter 2 But Is There Real Opportunity for You? 9

What the Government Needs 10

What Contracting Can Do for You 12

What Contracting Can't Do for You 13

American Recovery and Reinvestment Act 13

Chapter 3 Do You Have What It Takes? 15

Is Your Business Big Enough? 15

Do You Have the Financial Resources? 19

Do You Have a Quality Assurance Program? 19

Is Your Office Up to Speed? 20

Do You Have the Technology? 20

Electronic Procurement 22

Do You Know How to Use the Internet? 29

Chapter 4 Government Rules You Need to Know 33

Government Procedures 34

Government Laws and Regulations 35

The Rulebook and Bible-the FAR 40

Part II Go For It: Ten Steps! 43

Chapter 5 Think Like The Government 45

Chapter 6 Identify Your Customers 49

Search FedBizOpps 50

Use the Personal Touch 51

Subscribe to a Bid-Matching Service 52

Work with a PTAC 52

Get To Know the GSA 53

Chapter 7 Get Registered 69

Registering with the CCR 70

Online Representations and Certifications Application 93

Deciphering Government Codes 96

Chapter 8 Find Bid Leads 101

Monitor FedBizOpps 101

Get Included on Solicitation Mailing Lists 112

Search SUB-Net 113

Use Electronic Bulletin Boards 113

Check Agency Bid Boards 114

Submit an Unsolicited Proposal 114

Get Registered on Qualification Lists 115

Chapter 9 Get the Bid Package 119

Getting the Specifics 119

Contracts and Pricing Arrangements 120

Special Bidding Techniques 122

Buying Offices' Terminology 122

Chapter 10 Review the Bid 127

Types of Bids/Solicitations 128

How to Read a Typical Bid 130

RFID and UID 135

Chapter 11 Get Technical Data 141

Types of Government Specs 141

Getting Correct Specs 142

Chapter 12 Price It Out 147

Common Pricing Factors 148

Determine Your True Costs 150

Chapter 13 Write Your Proposal 153

Writing a Proposal for an IFB 153

Writing a Proposal for an RFP or RFQ 163

Chapter 14 Submit Your Bid 173

Part III After the Bid 179

Chapter 15 Bid Evaluation and Award 181

Factors Influencing Bid Outcome 182

How Is the Competitive Range Established? 185

Pre-Award Survey 188

You Won It! Now What? 190

Chapter 16 Quality Assurance Standards 193

Contract Quality Requirements 194

Higher-Level International Standards 196

Higher-Level U.S. Standards 199

Certificate of Conformance 200

How to Develop Your Own QA Program 205

Chapter 17 What To Know When Things Go Wrong 209

Contract Terminations 209

Your Right To Protest and Dispute 212

Chapter 18 Getting Paid 229

Prompt Payment and a "Proper" Invoice 229

Interest Penalty 230

Government Invoice Form 231

Electronic Funds Transfer 232

Part IV Who Will Help Me? 235

Chapter 19 Help from the Government 237

Government Web Sites 237

Specialized Government Personnel 239

Procurement Conferences 240

Government Publications 240

Chapter 20 Help from Counseling Services 243

Procurement Technical Assistance Centers 243

Commercial Counseling Services 244

National Contracts Management Association 244

Chapter 21 Special Small Business Programs 245

Small Business Set-Aside Program 246

Very Small Business Pilot Program 248

Small Business R&D Funding Programs 250

SBA Programs 255

Other Assistance Measures 273

Part V Subcontracting: Another Huge Opportunity 277

Chapter 22 What Are the Sub-Opportunities 279

Prime-Time Players 279

Our Top Picks 281

Government Rules Assure Sub-Opportunities 281

Bundling Increases Sub-Opportunities 283

Advantages of Subcontracting 284

Chapter 23 Lay the Groundwork 287

Find the Right Primes and the Right People 287

Do Your Homework 289

Learn How To Sell Yourself 294

Get on Approved/Preferred Vendor Lists 296

Consider Flexible Networks 302

Chapter 24 Final Tips To Seal the Deal 307

Bid Wisely and Selectively 307

Focus on Providing "Best Value" 308

Improve Your Chances as a Sub 309

Be What a Prime Looks For in a Sub 309

Put Your Best Foot Forward 309

Part VI Appendices 313

Appendix 1 Glossary 315

Appendix 2 Federal Acquisition Regulation Outline 361

Appendix 3 Numbered Notes Used on FedBizOpps 365

Appendix 4 Common Contracting Forms 371

Appendix 5 Sample Documents 423

Index 463

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