Q: I know it’s tough for a small business to sell directly to a government agency, but what about qualifying as a subcontractor?
A: A number of small to midsize companies typically vie for the same subcontracts, so before you even approach a buyer, do some prep work to make your company stand out.
To help, the University of Houston Small Business Development Center is offering a workshop Jan. 29 called “Preparing for a Meeting with the Primes.”
Teaching the three-hour session is Valerie Coleman, a procurement center representative with the U.S. Small Business Administration’s Office of Government Contracting.
You can sign up online at www.sbdc.uh.edu. Plan to arrive 30 minutes early to take advantage of networking with Coleman and the other attendees and a chance to meet advisers from the UH Procurement Technical Assistance Center, which focuses on helping small businesses succeed as contractors both to government agencies and to the agencies’ prime contractors.
The workshop will offer tips on making a great first impression, but some of what you need is simply good, basic business sense.
First, find out who buys what you sell. You don’t want to waste your time or the buyer’s by arranging a meeting with the wrong person at the wrong company. Then see if you qualify for any small business initiatives or certification programs.
Most prime contractors have goals for using firms owned by minorities, veterans or women, or located in economically disadvantaged areas. Being certified as such a business may give you a leg up. Visit the U.S. Small Business Administration’s website at www.sba.gov to learn more.
Make it a priority to have a functioning website. But even if buyers can find all the information they need about you online, you will need a brief, professional-looking capability statement – highlighting products, services and experience – that the buyer can keep on hand. It should include up-to-date contact information and anything that makes your company stand out.
Expect to have limited time with a buyer when you arrange a meeting. Customize your pitch for each individual and practice what you are going to say. Keep your presentation short and to the point. It can be easier for buyers to stick with vendors they know, so focus on what you can do for them that your competition can’t.
