Don’t forget to do your homework. Regularly check resources like fedbizopps.gov to find current federal procurements. The Small Business Administration website (www.sba.gov) also lists valuable information like prime contractors who are looking to subcontract with small businesses. Visit procurement fairs and conferences if your calendar and budget permits. Many resources are available to you including local SBA offices, Small Business Development Centers and Procurement Technical Assistance Centers. Thousands of Small Business Representatives and Liaisons from every government agency are available to assist you. Find Small Business resource in agency you want to work with and let them point you in right direction.

Stay in touch! Maintain relationships you begin with people in government. Call and e mail regularly. You want to be in front of their minds when they think about purchasing in your industry. Let them know when you introduce new products or services. Also, find out what their needs are, you may have just what they are looking for.

Remember! Government employees are under strict ethical rules and are not permitted to take gratuities. However, nominally-valued samples available to public are permitted.

Finally, don’t get discouraged. The government feels like a maze of organizations, agencies and divisions. It can be a challenge to find right people. Take advantage of resources that are available to you and learn as much as you can about procurement process. Be confident in your products, your systems, and in yourself. The government buyers are like any other buyers; they want to work with people who offer value for money. Your persistence and dedication to customer satisfaction is best way to show government buyers that you mean business.

Melanie Corbett works at TargetGov, helping businesses do business with the government. She can be reached at 410-579-1346 or mcorbett@targetgov.com