Step 1: Identify your product or service. It is necessary to know the North American Industry Classification System (NAICS) code and the Federal Supply Classification (FSC) code for your product or service. Most federal government product/service listings and procurements are identified by their NAICS code and/or FSC code. You can find the codes relating to your business at these web sites: NAICS codes: http://www.census.gov/epcd/www/naics.html and FSC codes: http://fpdcapp.gsa.gov/pls/fpdsweb/PscWiz

Step 2. Check with the Small Business Administration (SBA) to determine that your business falls within the established table of small business size standards based on NAICS. www.sba.gov You may be very surprised just how big a company can be and still be considered small in the eyes of the federal government.

Step 3: Obtain a DUNS Number from Dunn & Bradstreet. This is a business identification number that is used much like a person uses a social security number. If you do not have a DUNS Number, contact Dun and Bradstreet to obtain one. www.dnb.com There is no charge for assigning a DUNS number and you must have one to proceed.

Step 4: Register in the Centralized Contractor Registration (CCR) System. You must be registered in CCR to be awarded a contract from any federal civilian or military agencies. CCR is a database designed to hold information relevant to procurement and financial transactions. CCR also affords you the opportunity for fast electronic payment of your invoices. www.ccr.gov And you will want to get paid quickly!

Step 5: Determine if your firm qualifies for 8(a), SDB or HUBZone certification. These certifications are detailed at www.sba.gov. They are essentially for companies that are owned by individuals who have experienced some sort of disadvantage in the business environment. This may be based on economic factors, race or geographic location. Firms with these certifications may compete for set-aside contracts those contracts specifically designated for certified companies.

Step 6: Register in Online Representations and Certifications Application (ORCA). ORCA is a brand-new e-Government initiative that was designed to replace the paper based Representations and Certifications process. This will be a central repository of all of your company s certifications and can be accessed by any federal agency. http://orca.bpn.gov

Step 7: Begin to search for current federal government procurement opportunities. Identify current procurement opportunities in your product or service area by checking at the FedBizOpps web site, the federal civilian and military government single point of entry for many opportunities over $25,000. Once you start to search for current open bids you will get a good feel for the market for your products and services. www.fedbizopps.gov

Step 8: Familiarize yourself with both the federal Civilian and Department of Defense (DoD) contracting legal procedures. The Federal Acquisition Regulations (FAR) can be found at http://www.arnet.gov/far/. The Defense Federal Acquisition Regulation Supplement (DFARS) are located at http://www.acq.osd.mil/dpap/dfars/index.htm. These are the legal regulations for federal acquisitions. While they are not light reading if you are serious about federal procurements, you need to know and understand the legal requirements and regulations pertaining to federal contracts. This is a good time to look for an attorney who is experienced in federal procurement policies.

Step 9: Investigate if getting on the GSA Schedule is right for you. Federal agencies can use General Services Administration s (GSA) Federal Supply Service (FSS) Schedule Contracts and Government Wide Acquisition Contracts (GWACs) to make purchases. These pre-approved contracts are used to buy commonly used products, services, and solutions needed to fulfill their missions and day-to-day operations. These opportunities are rarely announced on the FedBizOpps site in Step 7 above, but are normally competed amongst pre-qualified vendors already under contract. www.gsa.gov

Step 10: Seek additional assistance, as needed, in the federal civilian and/or DoD marketplaces. Procurement Technical Assistance Centers (PTACs) are federally-funded organizations that offer free help. PTACs can be found at http://www.dla.mil/db/procurem.htm

Step 11: Familiarize yourself with the budget forecasts for your targeted agencies. Each federal agency typically produces an Annual Procurement Forecast, as required by the Small Business Act, which is maintained by their Office of Small and Disadvantaged Business Utilization (OSDBU) or equivalent. You may contact each agency OSDBU for specifics. www.firstqov.gov. Use this budget to determine if they are good prospects for you.

Step 12: Explore subcontracting opportunities. Regardless of your product or service, it is important that you do not neglect a very large secondary market - subcontracting opportunities through prime contractors. Although there is no single point of entry for subcontracting opportunities in the federal civilian procurement marketplace, SBA s SUB-Net is a valuable source for obtaining information on subcontracting opportunities. Prime contractors, government, commercial, and educational entities, may post solicitations or notices here. www.sba.gov/sub-net

Step 13: Investigate government programs. There are several SBA programs that may be of interest to you, such as the 8(a) Business Development Mentor-Protege Program, the Small Business Innovation Research Program and Small Business Technology Transfer Research Program and the Technology Resources Network. www.sba.gov

Step 14: Market your firm to the right contacts. Identify your prospective government customers, research their requirements, and familiarize yourself with procurement regulations and strategies require determination, direction, discipline and resources. There are many procuring organizations to consider, and educating yourself about their roles and missions will be no small task, but essential nonetheless.