|
|
3/19/2010
Twelve Steps to Successful Government Contracting
by Your Government Contracting Team
- Initially determine what products or services you wish to sell to the Government.
- Prepare a business plan, including a marketing plan, an operations plan, and a financial plan.
- Perform a marketing analysis as part of preparing the marketing plan. Part of the plan includes a competitive analysis, which determines how your product or service compares to the competition. Other parts of the plan include identification of the potential customers and a pricing analysis, which determines what those customers would be willing to pay for the product or service.
- The operations plan includes determining the technical, management, and financial resources, including the personnel, equipment, software, and facilities required to produce the product or provide the service.
- The operations plan includes identification of the organization, the processes and procedures that will be used, and a cost analysis to determine the true cost of producing the product or providing the service.
- The financial plan includes determination of the sources of income and the detailed expenses that will be incurred. A breakeven analysis and a pro-forma, five year, cash flow analysis are essential parts of this plan.
- Complete Central Contractor Registration (CCR) and On-line Representations and Certifications Application (ORCA). A Dun and Bradstreet (DUNS) number, North American Industry Classification System (NAICS) code, and Contractor and Government Entity (CAGE) code are required as part of the CCR registration
- Obtain minority business enterprise (MBE) certification, or other small business certifications, such as woman-owned, service related disabled veteran owned, HubZone, etc., as applicable.
- Obtain the resources identified in the operations plan including information technology (IT), business development, legal, accounting, insurance, import/export advisory services, and the support of a financial institution, as required.
- Obtain other resources which may be required such as, personnel and facility security clearances, professional and business liability insurance, licenses, bonding, etc., as required.
- Obtain government approval of the cost accounting system, quality assurance system, purchasing system, security system, and property control system, etc. to be used.
- Market, market, market!
References
|