13 STEPS TO DOING BUSINESS WITH THE ARMY
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I NVESTIGATE OTHER SMALL BUSINESS ADMINISTRATION (SBA) RESOURCES In addition, the SBA offers assistance through their Small Business Development Centers (www.sba. gov/tools/local-assistance/sbdc), Service Corps of Retired Executives (SCORE), and regional SBA offices, which can provide information on loan programs, government procurements, and the Section 8(a) program. If applicable, also check out the SBA’s Office of Women’s Business Ownership (www.sba.gov/offices/headquarters/ wbo), as well as the Online Women’s Business Center (archive.sba.gov/aboutsba/sbaprograms/onlinewbc/index. html). These are special resources developed specifically to meet the needs of businesses owned by women. P URSUE SUBCONTRACTING OPPORTUNITIES Regardless of your product or service, it is important that you not neglect a very large secondary market, Subcontracting Opportunities with DOD Prime Contractors (www.acq.osd.mil/osbp/sb/dod.shtml), which lists all major DOD prime contractors by state and provides a point of contact (Small Business Liaison Officer) within each firm. These firms negotiate goals with the contracting activities for subcontracting to small business concerns. This is a multibillion dollar market worth investigating for potential opportunities with the large DOD prime contractors, most of which have websites. Many of DOD’s requirements may be beyond the scope of a single small business. Prime contractors are encouraged to subcontract and team with small business concerns. The Small Business Administration’s Sub-Net is another resource to reach for subcontracting opportunities (web. sba.gov/subnet/).
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I NVESTIGATE FEDERAL SUPPLY SCHEDULES As the acquisition workforce within the Army is downsized, more and more products/services are being purchased from General Services Administration (GSA) schedules; check it online (www.gsa.gov) or call 703-305-6477.
B ECOME FAMILIAR WITH CONTRACTING REGULATIONS AND PROCEDURES It is important to become familiar with federal contracting procedures and regulations. The following regulations govern contracting procedures within the Army and are available online: • Federal Acquisition Regulation (FAR) – www.acquisition. gov/far/index.html • The Defense Federal Acquisition Regulation Supplement (DFARS) – www.acq.osd.mil/dpap/dars/dfarspgi/current/index.html • The Army Federal Acquisition Regulation Supplement (AFARS) (farsite.hill.af.mil/VFAFARA.HTM)
ONITOR FEDERAL BUSINESS M OPPORTUNITIES Federal business opportunities are posted on www.fbo.gov. This is a single point of entry for the federal government and should be monitored daily. ARKET YOUR FIRM M After you have identified your customers, researched their requirements, and familiarized yourself with procurement regulations and strategies, it is time to market your product or service directly. Present your capabilities clearly and cogently to the Army activities and prime contractors to whom you are marketing. Realize that, like you, their time is valuable and if the match is a good one, you can provide them with a costeffective, quality solution to their requirements. Source: Department of the Army Office of Small Business Programs (www.sellingtothearmy.info/content/13steps-doing-business-army)