Selling to the federal government
The federal government has consolidated its procurement process and now all federal agencies use a system called SAM (System for Award Management). Even though it is consolidated,
going through this process is lengthy and involved.
- First, the government expects that you have been in business for 2 years. Part of SAM process is to connect your application with your tax return, so if you don't have a tax return, you will experience extra difficulties.
- You must have a DUNS number before you START the process. Normally, getting a DUNS number requires either 30 days or a payment (about $200). However, if you are using the number to sell to the government, you can get a number within 24/48 hours with no fee. Go to https://iupdate.dnb.com/iUpdate/companylookup.htm
- Getting on the SAM site can be a challenge. Some browsers are not set up for the SAM site, and so the site is blank. If this happens to you,
you need to go to your browser, Internet Options, Advanced, and then click "use TLS 1.2".
- If you have problems with SAM, the phone number for help from SAM is difficult to find. It is 866 606-8220.
- The application is extensive. You have to provide information on all your products, provide pricing, and send a survey to
your customers to prove you can perform your services. The survey costs several hundred dollars - and assumes that you have been in business and have at least 10 customers.
- The web address for SAM is https://sam.gov
With all that said, the easiest way to sell to the federal government is to sell to its prime contractors. These companies
are required to sub-contract a significant part of the contract to small businesses - so they are looking for you!
The website to find sub-contract opportunities is
http://www.sba.gov/content/sub-net
This website contains the companies that have received federal contracts, their primary business, and a contact for small business procurement.
If you would like to sell directly to the government, the following is an easy to understand website explaining the five steps. Although it was written for women-owned businesses, it applies to all businesses. Here is the website:
Click to go to the 5 Steps..
List of Federal Agencies and their Procurement Forecasts
Click here to go to Acquisition Central
The GSA (General Services Administration) recommends that businesses prepare a marketing plan for selling to government.
Click here for a link to a sample marketing plan.
Here is a book that can help you through more direct ways to contract with the federal government:
