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Increasing Revenue Using Federal Sales

What are Federal Sales?

The easiest way to describe the federal sales process is how business providers can offer their goods and services to both the State and Federal governments in the United States. These are long-term contracts with the government that let private businesses do business with the federal government and earn large profits. A government contract, however, is trickier to make than it first appears. The sales process is carefully examined and continuously monitored. As a result, while applying for government contracts, private institutions must adhere to the eligibility range.

Categories of Federal Sales

The Federal government provides two separate pathways or categories through which you can sell to Government Agencies. Below is the volume of sales of the two categories provided by the federal government.

Prime Contract Awards $120 billion annually
Sub Contract Awards $75 billion annually
Total $195 billion annually

Prime Contract Awards

Prime contracting refers to a contractual relationship where a company or organization, known as the prime contractor, directly works with a government agency or entity as the main contractor. The prime contractor is responsible for fulfilling the terms and conditions outlined in the contract, managing the project, and delivering the required goods or services to the government.

FAR Bridge

Finding the right contracting vehicle is crucial for small businesses in the world of federal contracting. Knowing the precise contracting vehicle that the contracting officer prefers becomes essential once you have determined which federal agency buys your product. Governmentwide Acquisition Contracts (GWACs), such as the GSA Schedule, Indefinite Delivery Indefinite Quantity (IDIQ) contracts, Requests for Proposals (RFPs), contracts with sole-source suppliers, and set-aside contracts may be involved. Every one of these vehicles has certain advantages and prerequisites, and being aware of them enables firms to target the correct opportunities and customise their strategy to increase their chances of winning federal contracts.

Key Opportunities

The GSA Schedule system, the largest of the Governmentwide Acquisition Contracts (GWACs) that allow government sales, is one of the primary chances for companies wishing to participate in the federal market. Contrary to other GWACs and IDIQ contracts, the GSA Schedule system provides open enrollment, enabling businesses to apply nearly at any time. However, the majority of other GWACs and IDIQ contracts have constrained enrollment windows within which companies must bid to be included in the contracting vehicle. It may take several years before the registration period opens if these important contracts are missed. For the opening of these contracts, it is crucial for businesses to constantly examine agency sources.

Sub-Contracting Awards

Subcontracting is an underutilized but important option for small enterprises in the federal market. To properly finish projects, large prime contractors need the knowledge of small enterprises with strong government sales skills as partners. However, a lot of small businesses just concentrate on obtaining their own prime contracts, ignoring the subcontracting sector. Small firms can access bigger projects, acquire experience, and support agency goals by aggressively pursuing subcontracting connections and matching their skills with the needs of prime contractors. It is possible to increase the likelihood of obtaining subcontracting opportunities by keeping an eye on agency requirements and developing relationships with prime contractors.

Achievement Category Weight of Category toward Overall Grade
Prime Contracts 50%
Subcontracting 20%
Comparison of the Number of SB Prime Contractors in each of the Five Small Business Categories in the Agency’s Top 100 Small Business NAICS Codes for the two most recent years. 10%
OSDBU Peer Review on the 18 requirements in 15 U.S.C. 644(k) 20%
Total 100%

So even though the weight of the Subcontracting for small business goals is only 20%, it is virtually impossible for an Agency to obtain an “A” rating from the SBA without actively managing this goal. The goal for the amount of Subcontracting that Prime Contractors are required to do ranges from 30-33?pending upon the year. This figure adds up to $75 Billion annually, and we have had many clients double and triple the size of their businesses by taking the first step in registering with the Large Federal Prime Contractors and demonstrating a strong desire to work with these large businesses entities.