Federal agencies have millions of dollars available to small businesses as part of set-aside contracts for goods and services, and the first part of the year brings the best opportunities for companies looking to benefit.
“They start their fiscal year in October and usually start spending money in January, February,” said Rick Loveland, senior business consultant at the Pima and Santa Cruz Small Business Development Center.
While it’s not a simple process, groups like the SBDC, the Small Business Administration and Procurement Technical Assistance Centers all offer free help for companies interested in becoming federal contractors.
But working with the government isn’t just about signing up; it takes commitment and time, Loveland said.
“Doing business with the government is like expanding into a new market. You have to put your resources towards that,” he said. “You have to market towards that, get your name out there, show up and be seen.”
Putting that in practice, about 70 current and potential vendors gathered at a Department of Veterans Affairs procurement workshop and matchmaking event this week at Pima Community College’s downtown campus.
Along with information about how to do business with the VA, participants had the chance to have one-on-one meetings with contracting officers as well as representatives from the SBA, SBDC and PTACs.
Meeting contracting officers face to face was a great opportunity, said Tere Pinati, director of business development at Abbott Animation.
“When you’re dealing with government enterprise, it’s quite a labyrinth. There are so many people involved throughout the whole process,” she said. “It’s all about building relationships.”
Her company is working on a project for the Federal Highway Administration and wanted to explore the possibility of working with the VA. She said she was most interested in speaking with Sabrina Smith, VA director of contracting for the Southwest.
Smith, who takes part in about 10 informational events a year, said companies need to know the way the government works so they can have the opportunity to do more.
“They don’t understand the procurement process and this is why we’re doing this,” she said. “Sometimes we put out what is called a request for information, where we say, ‘Hey, we’re looking for a small company for whatever type of service or business’ and they don’t respond.”
There are few companies that couldn’t take advantage of becoming a government vendor, Loveland said, and most small businesses should at least look into the possibility.
“The government buys everything,” he said.
