Government Contracting Tips for a Successful 2023

As we begin the new year, and yes, we made it to 2023! It’s been another fast-paced year, yet hopefully, a prosperous one.  As the calendar turns, we at FedBiz Access want to remind you of eight tasks that you can do simply by reviewing, reevaluating, and updating your information. These updates could determine whether you win or lose your next government contract opportunity. Here are the suggestions that our team has put together: 

1. Update/Renew your information on the System for Award Management (SAM)

With all the new changes and issues with the SAM system in 2022, we recommend to our clients that every business should review the information stored in their SAM record and update, where necessary, their information at least every six months. While your expiration date may not be expiring, it is still the perfect opportunity to:

• Re-evaluate and update your NAICS and PSC Codes,
• Update the number of people in your company,       
• And update your points of contact along with their contact information.

Failure to keep this information updated in SAM may cause Contracting Officers and prime contractors not to consider you for projects/contracts during their market research evaluation.

2. Update your Dynamic Small Business Search (DSBS) with the Small Business Administration

Contracting Officers and Prime Contractors use the DSBS as a marketing tool to decide if there are enough businesses out there to set a project aside for small businesses or other socio-economic categories. A red flag for Contracting Officers is an incomplete profile in this system.

• Review and update all past performances and remember to update contract values as many may have increased during the year.
• Maximize the limited space that is available and remember to list all certifications and registrations that pertain to your business.
• Include as many keywords as possible regarding your business, make sure, however, that these keywords are unique to your industry.
• If you use references in this database, do not provide the reference’s contact information unless requested by a government representative. This prevents your competition from marketing to your customers.

If you are unsure how to update this information, contact your FedBiz Access Account Representative who will assist you with finding this information.

3. Review/Update your Capability Statement

Remember to update your Capability Statement with any changes and new information. You need to review to determine if there are any new/current projects you are working on or have completed that should be added. When updating, attempt to quantify and qualify, i.e., don’t just say, “our company provided extensive customer service assistance.” No one knows exactly what that means. Did your company provide 5 employees or 20 employees under a particular contract?  State how did they made a difference and positively influenced the overall operation. Also, be sure to replace your DUNS number with your Unique Entity Identifier (UEI), as in April 2022, the Federal Government switched to the UEI as the primary corporate identifier.

4. Review/Update your Government Readiness Level

Just as you need to make regular reviews and updates to your corporate marketing plan each year, you should review and update your Government Readiness Level (GRL). Your GRL shows where your firm is relative to being successful in the government marketplace.  You should pay particular attention to your contract wins and those areas that may need improvement. Update your various plans and action items for 2023 with the actions that you would like to achieve during this next year, including making an appointment with your FedBiz Access Account Representative to assist you with any updates identified, and will discuss with you, your overall GRL. Remember, your Marketing Plan and Government Readiness Level should be reviewed at least annually, as new contract awards and company growth can very quickly change your status and possibly your focus.

5. Review lessons learned from the past year

Take a day or an afternoon and review your successes and failures from 2022 to see what transpired, so that you can replicate the positive and make necessary adjustments to those that were not successful.  What are the processes that need to be incorporated into your business to ensure success in the coming year? Remember to brainstorm with your employees, your FedBiz Access Account Representative, and your business partners to see how you could turn those failures into a positive experience. Remember, many heads are better than just one. Each person enters a brainstorming session with a different background and different perspective, so take advantage of those differences and embrace the opportunity to implement corrective actions. Remember, in government contracting, you may be asked by the government to explain how you corrected/fixed something that went wrong on a previous contract or project.

6. Review and update all your processes and procedures in all areas

This is especially true in areas that have a direct impact on your employees. One area to evaluate are the benefits your employees are receiving. With retention being so critical these days, what benefit(s) can you add to help in this area? Also, do you have all your proposals electronically filed, so that you can use parts of proposals that were already completed? Why re-invent the wheel every time you respond to an RFP, as many parts of proposals are re-usable. 

7. Request a debrief on all government proposals that you submit in 2023

Build this into your procedures. Even if you are the winner – ask for a debrief. You will gain powerful knowledge about how your proposals were reviewed and where you need to make your proposals stronger in the future. Keep all this information in an electronic file where your team has access for proposal writing and responses to evaluations, as many sections/paragraphs can be frequently used, especially any that received high marks from evaluators.

8. How can you make your presentations better?

Update your elevator-pitch and your website. Both need to be modified with new figures/values, organizational changes, product updates and be certain to review your purpose statement, as this may have adjusted during the year. These little things can make a BIG difference.

These are just eight areas that by focusing a small amount of time on early in the calendar year, can allow you to reap benefits throughout the year. At FedBiz Access (“FedBiz”), our team of qualified professionals take the time to understand your business and ask questions to ensure that you have a solid GRL foundation. FedBiz is a leading government contracting business development and marketing firm that offers research assistance, engagement strategy coaching, registrations, set-aside certifications, and GSA Schedules.

FedBiz has over 22 years of corporate experience working with thousands of companies worldwide, assisting them in winning nearly $36 billion in government awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.