1. U.S. Small Business Administration South Florida District Office
MARKETING TO GOVERNMENT AGENCIES

2. Am I a Small Business?
To be a small business, you must adhere to industry size standards established by the U.S. Small Business Administration
As you register as a government contractor in the System for Award Management (SAM), you will also self-certify your business as small.
The SBA, for most industries, defines a "small business" either in terms of the average number of employees over the past 12 months, or average annual receipts over the past three years.

3. Getting Started
You need to determine your primary North American Industry Classification System (NAICS) code.
How do I find my NAICS code?
Visit the United States Census Bureau NAICS website to identify
your NAICS code(s). We recommend using a single word for a
search term.

4. Dun & Bradstreet or D-U-N-S Number
A unique nine-digit identification number for each physical location of your business. D-U-N-S Number assignment is free for all businesses required to register with the federal government for contracts or grants.
Go to SBA.gov to get link to register.

5. What do I need to get my D-U-N-S Number?
When registering for your D-U-N-S Number, you will need the following:
Legal name
Headquarters name and address for your business
Doing Business As (DBA) or other name by which your business is
commonly recognized
Physical address, city, state and ZIP Code Mailing address (if separate from headquarters and/or physical address)
Telephone number
Contact name and title
Number of employees at your physical location
Whether you are a Home-Based Business

6. System For Award Management (SAM) (Formally CCR)
The FIRST STEP to register your business to participate in any federal government contracting program is to: REGISTER in SAM
SAM combines several acquisition systems into one (CCR, ORCA, EPLS)
In SAM, you may self-certify yourself as a small business
SAM provides links to federal agencies and procurement opportunities
More information is available at:
*** Note: Registration does not guarantee business with the Federal Government

7. SAM Benefits of SAM Registration:
The ability to bid on Federal Government contracts.
A central storage location for the registrant to supply it’s information.
Paperless payments through electronic funds transfer (EFT).

8. Small Business Dynamic Business Search
Entering your small business profile data into SAM allows you to populate the SBA’s supplemental pages known as DSBS- Dynamic Small Business Search.
This is where your Business capabilities statements can be viewed by Contracting Officers, Large Prime Contractors and the General Public
Website:

9. Marketing Your Business Target Your Customers

10. Marketing Your Business Identify Your Target Agencies

11. Marketing Your Business
Research Your Target Agencies-Homepage, Small Business Information, Business Opportunities and Procurement Forecasts

12. Marketing Your Business Review Agency Small Business Information

13. Marketing Your Business “How to Do Business With your Target Agencies”

14. Marketing Your Business www.fbo.gov

15. Searching for Contract Opportunities
Search for Opportunities:
Search By NAICS Code
Search by Keywords
Search by Solicitation Number
Search by Set-Aside

16. Search by Opportunity/
Marketing Your Business
Search by
Set Aside Codes
Competitive 8(a)
HUBZone
Service Disabled
Veteran
Woman Owned
Total Small Business
Search by Opportunity/
Procurement Type
Presolicitation
Combined Synopsis/
Solicitation
Sources Sought
Award Notice

17. Searching for Contract Opportunities
Source Sought
Pre-Solicitation
Solicitation
Award

18. Marketing Your Business
Target Your Customer
Who buys your product or service?
How do they buy?
When do they buy?
Know The Rules
Federal Acquisition Regulations
Contract requirements and specifications
How to obtain Contract history
Performed as Promised
On-time delivery, Good Quality, at a Fair Price

19. Marketing Your Business
Research Past Purchases
Federal Procurement Data System – Next Generation
Register, Read “First Time Using Reports”, Obtain standard, special, or customized award data.
Identify Current Opportunities
Federal Business Opportunities
Identify your product and/or service codes & search.
Set up a “My FBO” user’s home page, an Interested Vendor List and a Watch List to be notified via of new contract opportunities.
Obtain Agency Forecasts from sites like

20. Marketing Your Business
One on One - Present your capabilities statement directly to the federal activities and large prime contractors that buy your products and services.
Attend Procurement Conferences and business expos
Attend Business Matchmaking events
Add details to DSBS your Dynamic Small Business Search profile (e.g., GSA schedule number, commercial customers, federal customers, special capabilities).

21. Marketing Your Business Procurement Assistance
People to Know
Procurement Technical Assistance Center (PTACs)
Small Business Specialists
Procurement Center Representatives (PCRs)
Commercial Marketing Representatives (CMRs)

22. Marketing Your Business
To Do List
Prepare a clear contracting strategy
Develop a winning DSBS profile
Become an expert in using FBO
Research agency needs
Apply aggressive marketing to targeted agencies
Learn how to respond appropriately to RFP’s and acquisition requests
Network! Network! Network
Profit from the wisdom of others.
Additional Training
Winning Federal Contracts

23. Questions?

24. 8(a) Business Development Section E-Mail: ronald.brunner@sba.gov
Contact Information
U.S. Small Business Administration
South Florida District Office
Ron Brunner
8(a) Business Development Section
Phone: