Is SBA 8a certification the answer to building my business?

I was under the impression that once I got my company’s SBA 8a certification, it would be my ticket to success. Guess what? Reality cocks.

Remember when you were little and the emphasis was getting your high school diploma? And then when you graduated, they suddenly told you that you had to go to college to do something with your life. Ok, so you put the required 4-5 years to get your degree. Hoping that mana will drop from the sky and grant you a high paying job, you graduate to learn … oh yeah, you actually have to compete with other college graduates to land your dream job. Ok this was a long way of saying … just because your company gets certified doesn’t mean that you will suddenly get a million dollar federal contract.

Ok, let’s check reality. Of the millions of small businesses competing in your space, reducing the odds is one way to increase your chances of landing contracts. So yes, SBA 8a certification is worth the effort.

But here are some proven tips to ensure your company’s success in federal contracting once you are certified.

1. Establish relationships with purchasing agents and prime contractors now. – The companies that show the most success in federal contracting are those that take the time to build relationships with decision makers and potential clients.

Take the time to meet in person, talk on the phone, or email purchasing agents for the federal agencies you want to compete for contracts for. Know their buying and hiring habits for special vehicles. Learn if they use or plan to use (and what percentage) small businesses to meet your agency’s annual small business engagement goals.

Take the time to meet with prime contractors to determine their interest in hiring small businesses. When determining your business relationship, avoid being a handover company, similar to a “front” where the contract is written in the small business, but the main one does the work. Why? Because this is illegal. Small businesses are expected to complete at least 51% of any contract, so keep this and other legal issues in mind when hiring a prime contractor.

2. Prepare marketing materials that include: a company capability statement (similar to a company resume), a company brochure, and a website demonstrating your company’s products and services. Be sure to include video and audio examples if possible. Keep a number of meeting and conference marketing materials on hand.

3. Attend Recruitment Fairs – Take advantage of meeting many agencies in one day by attending a conference. Develop a thirty-second “elevator pitch” to quickly convey your company’s mission and benefits. Be prepared to answer the question “how is it different from others?” The answers you give to this question are your differentiators or what makes your company unique. It may be the price, the product range, the special services or the unique processes that make your company different from the rest.

4. Stay up-to-date on all federal contracting opportunities. – I receive a daily email from my local PTAC (Procurement Technical Assistance Center) that lists all the contracts that are in my NAICS codes. Instead of paying hundreds or thousands of dollars for this information, the PTAC offers this service for free. Check with your local PTAC for their bid matching services.

Bottom line: Once you’re SBA 8a certified, contracts don’t just show up, you have to work to get them. The important thing to remember is to work smarter, not harder. Use these tips to stay focused on your goal: landing your first federal contract. And don’t expect to be a prime contractor on your first contract. It’s best to look for outsourcing opportunities to get started. And that comes down to building relationships with prime contractors to get there. Good luck getting certified and getting your first federal contract.