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Honing your proposals with a “Formal Debrief”

in Federal Contracting by isiFederal Leave a comment

The federal government provides us with a great opportunity to understand why we didn’t win a contract. It’s called a Formal Debrief. Not only will you receive valuable insight into what you might have missed, if you are willing to listen, you will also be provided with inside information regarding the internal processes of both the agency and the contracting office. This is a rare opportunity to have interaction with a contracting officer that you have never met – and this can be extremely valuable.

Next time you lose, you have a choice of debrief by meeting, phone or writing so if at all possible, ask for a formal debrief in person. Anyone who has ever seen the movie “Hitch” will appreciate the significance of effective communication and being face to face is by far the most valuable. 93% of all communication is non-verbal, that means tone, body language and phrasing makes up the vast majority of what we receive from people when we communicate.

Contracting officers are always braced for hot headed, argument ready poor loosers that would love to meet them in the parking lot. So, instead of going in to argue how stupid they are for choosing someone else, reframe your mindset and go in as if this is a sales call – for the next opportunity. Be respectful, open and have a significant desire to understand his or her point of view. Ask open ended questions that provide opportunities for the contracting officer to provide additional information and watch their eyes for the “read between the lines” clues that they give you.

This past week I was in DC for a formal debrief with a contracting officer and a client on the phone. During the first 30 minutes, it was all business, straight forward by the book. If I wasn’t there in person, we would have missed some of the most important hints in body language and leading. More importantly though is what happened after our client said goodbye. The next 45 minutes was spent talking and getting to know each other better and building a relationship.

It was important because I knew that we were likely going to protest the award and as a result, potentially really irritate the contracting officer. For isiFederal and our client, it was very valuable and I appreciate the opportunity every time I can get it. No matter what, we have an advantage next time because the contracting officer knows who we are and that we respect them for what they do.

Isn’t that what everyone wants? To be respected, valued and accepted? You bet it is and next time you have the opportunity, use it to your advantage to build a new relationship with someone who can definitely help you in the future.

Federal Government Forecasting Links

in Federal Contracting by isiFederal Leave a comment

Excerpted from Doing Business with the Government Handbook by Dave Lowe

A friend of mine was asking how we can get an idea of what is coming down the pike for opportunities with the federal government, so I decided to post these for everyone. While the best way to know what is coming is to have a relationship with contracting officers and program managers, the agencies do list forecasts and some of them can be very helpful. We update these regularly and links do change so be sure to check back from time to time.


For more links, download the Doing Business with the Government Handbook by Dave Lowe

The isiFederal Team

Learning from mistakes…

in Federal Contracting by isiFederal Leave a comment

Ever gotten an e-mail response back like this one?

“Thanks for the information. I wish that I had known about this company last month, I just awarded a ARRA GSA Delivery order for 2.15 Million documents.

It's good to see that there is another small business listed on the GSA schedule for this type of work. I will definitely keep you in mind, as I had limited response on the initial posting on FBO.

One question back to you. Does this company do any programming work, I have a requirement that will come out soon working with "Dashboards" to track our progress with meeting the SBA requirements. If the do I would be interested to see what they can provide.

Thank you much


Contact Removed

Purchasing Agent

U.S. Army Corps of Engineers”

The fact is, I only spoke to this person once over 10 months ago and I missed getting him on my ping list – I dropped the ball. Sometimes we feel like we can’t reach out because they won’t remember or they are too busy. The answer: Do it anyway. When I found his information earlier today, I shot him an e-mail with an introduction and this was the result. Ouch!

There is another story to this e-mail… Notice that there was “limited response to the listing in FBO.” This was in Alaska, so the competition was greatly reduced. Had I had him on my ping list, he would have remembered me and we would have had a great opportunity at a win. Ouch again!

Did I lose out? Sure we lost on one opportunity but remember, contracting officers buy EVERYTHING. Even though I missed, I have a new opportunity because I hit on two potential opportunity competencies of my client: 1) Records Management and 2) Custom Computer Programming. I will also be dialoguing on other opportunities that will undoubtedly lead to business for other clients who don’t mind doing work in Alaska. Interestingly enough, I spoke with an architectural firm this afternoon from Washington state that wouldn’t mind doing work in Alaska… Hmmmm.

Getting back on track – Remember, when talking to any prospect, ask “how often should I touch base?” because you want to be persistent right up to the line of being a pest (without crossing over). I shared this story because we all make mistakes and drop the ball. When we learn from our mistakes, we can improve and often learn something about ourselves or the situation that we might have missed.

In the process of this improvement, I just discovered Alaska has gold again…

Dave Lowe
isiFederal, Inc.

Federal Construction News

in Federal Business News, Federal Contracting by isiFederal Leave a comment

Last week was no April fools. In the first 5 days of the month, 368 contracts were awarded in 47 states for a total of $414,815,821.60 – all under ONE construction NAICS classification 236220.

That is one amazing week.

It was lead by the release of Recovery Act Stimulus funds – but that isn’t the whole story…


  • $107M went to Tocci/Driscoll Joint Venture with design services provided by Klingstubbins. The project is the Peter W. Rodino Federal Building in Newark, NJ and was a GSA executed contract spending Recovery Act dollars. That same GSA contracting officer is responsible for 318 construction contracts since he started in 2004.
  • $55 M went to Grundley Construction out of Maryland for 12 different contracts ranging from $196k to $37M.
  • 320 were less than $1M, 236 were less than $100k and eligible for Small Business Set Aside.
  • 208 of these contracts never hit the street for public bidding opportunity.

More Recovery Act projects are scheduled to be released over the next two years in every region – on top of all the construction projects in the planning stages through 2015. There couldn’t be a better time to get in and expand your presence.

Sign up for "Friends of the Firm" updates here.

Green Initiatives Gather Momentum

in Federal Contracting by isiFederal 2 Comments

Earlier this month USDA announced a joint effort with the Navy to Encourage the Development and Use of Renewable Energy. This is in addition to the USDA announcement of their collaboration with GSA on a $500 Million Recovery Act Modernization Project over seven years that was awarded to SRA International via BPA (Blanket Purchase Agreement). That is $50 Million per year that SRA will be managing for technical improvements and that is the tip of the green iceberg.

OMB (the Whitehouse Office of Management and Budget) has stepped up its support of initiatives established in 2007 for building “sustainability” and enhanced its directives for recycling and energy consumption. This means the government knows it is OK to spend “extra” money to meet these directives. In fact, it is the cover that you need to charge a premium to help agencies meet ‘Green Initiatives”. It doesn’t matter what you produce or sell, make sure that you get “Green” and you are elevating your product or service to a level that makes your contracting officer and the Contracting Officer Technical Representative (COTR) look really good.

On a Business Dev front… How does SRA, a large, non-minority, non veteran owned, no set-aside business win contracts like the one above? They know how to make their contacts in the federal government look good and make it easy for them to choose SRA. Read more about how the big boys operate here but for a quick summary – they have a fully funded business development strategy and a bunch of people building and maintaining relationships with federal decision makers. Most small and medium size businesses cannot deliver on a contract of this size. That means the scope of this project was baked for someone like SRA from the outset and it would take significant teaming arrangement work to even get close to the technical requirements of an RFP like this one. Developing a team to compete on this level is challenging and expensive.

If you want to compete, especially in your “sweet spot” you need to do the same thing. The key is developing relationships and picking the right size opportunities where your involvement can benefit the procurement process. Help your contacts understand what they need to look for in a procurement, this helps them minimize responses (less work for them- less competition for you) and maximizes their ability to have a quality job done (less bad mouthing around the water cooler for them – more profitable work for you).

The first step though is thoroughly understanding where the money is and who is spending it. Contracting officers and their counterparts (Program Managers, Project Managers of COTR’s) are spending money like sailors who haven’t seen a port in years. The best part is they need you to help them get what they want and they do want to know about you (even if they say they don’t). If you don’t have the contacts, we would like to help. If you do have the contacts but don’t have the time, let us help. If you don’t have any idea what to do next, we will get you smart about where the money is and who is spending it.

BRAC Update

in Federal Contracting by isiFederal Leave a comment

The Buzz about BRAC

Holy smokes! If your business is in Maryland and you think you missed the BRAC (Base Realignment and Closure) boat- think again. A friend of mine forwarded the presentation from the GOVCON presentation last week and the numbers are staggering through 2011 and if you read on, you will see why it doesn’t stop there. You can download the presentation here, and here are some highlights…

Total BRAC MILCON Funding for Maryland $1.8B

  • Aberdeen Proving Ground $579.5M
  • Andrews Air Force Base $52.0M
  • National Naval Medical Center $641.4M
  • Fort Meade $529.5M

This was all planned and funded before the Stimulus. Stimulus funding isn’t hurting the efforts in the region either with over $600 million being awarded to in April alone.

Is this any of this going into your bank account?

It is not too late. Don’t look back at what you should have done two or five years ago, stop watching the action and get in the game NOW. Sure, construction companies that are in the game are reaping a windfall in projects, revenue and profit for Phase I. They will win even more if you stay out as stimulus funds will be flowing through 2013 and regular government spending will continue after that. Remember THIS IS PHASE ONE, there will be MORE.

Message for the Trades…

They will need to maintain, staff, secure and clean these buildings. Contracts are coming over the next two years for all the support trades including landscapers, painters, electricians, plumbers, window washers, security guards and maintenance. Not to mention there are thousands more contracts coming up this year with weak incumbents that your company has a great shot at winning – if you know how to play. Don’t forget about MAC work either, it’s fast pay and if you service it right- recurring business. Many of these jobs never show up on public bid notices so you need to get to know the contracting officers responsible for your services and get in front of them as soon as possible. Read more about knowing your target customer here.

Message to IT & Staffing Companies…

The briefing says “As many as 50 percent of jobs moving to Maryland will be filled by Marylanders” – can you say contractor staffed personnel? Interfaces need to be built, networks need to run, software needs to be bought, installed and maintained, help desks need to be staffed and managed. Billions are spent on bodies all over the world and this is an area where you can grow your regional footprint without leaving the area. How, many decisions for projects originate in DC, you are here and so are a ton of decision makers. There isn’t a better time to get in the game. Check out how SAIC is doing it here.

Message for Suppliers…

The government buys EVERYTHING including pencils and pens, furniture, exercise equipment, phones, calculators, and water hoses. They need wall art, paper, cell phones, filing cabinets, automobiles, logo hats and toilet paper (lots of it). They have green initiatives mandated by the White House OMB (Office of Management and Budget) for light bulbs, power supplies, cleaning supplies and hand towels. Come on, are you going to give out of town competitors free run in Maryland? To see what is happening with Green Initiatives click here.

Shameless plug for No More Excuses…

isiFederal can help you get in the game, know where the money is, who is responsible for spending it and build relationships to get your company positioned for contracts.

It is out there but it won’t just come to you. You have to get in the game and go get it.

Anticipated move in for Aberdeen Phase I is July – December of this year. It takes 6 months to get a GSA schedule so if you don’t have one GET MOVING. If you do, you need us NOW because 80% of GSA schedule holders fail to reach minimum required revenues and lose their contract within two years. Let us help you get smart and strategize to get you positioned for the work. Other companies charge $50,000 a year, you get our intel for a fraction of the cost and for a few dollars more than they charge for intelligence, you get the entire package with feet on the street representation in DC.

We can show you – help you – or do it for you so there are no acceptable excuses for you to stay on the bench. Use us or do it yourself but for the love of keeping the dollars here in Maryland – Stop wishing for yesterday, lace ‘em up and GET IN THE GAME.

How Smart Are You?

in Developing Your Federal Strategy, Federal Contracting, Understanding Your Market by isiFederal Leave a comment

howsmartareyouWhat do a Blood Pressure Kiosk, a Lobster Tank and Coca-Cola have in common? They, along with thousands of other purchases, were all executed by the same federal contracting officer.

How do we know this?

Great question.

It also happens that this same contractor bought Public Relations Services four times in the past year. This is especially important to ConnectUs.net.

Over the past 10 years there were 6,678 contracts for PR services totaling over $1B, is there a market there?

You better believe it.

One contracting officer bought PR services 32 times for over $9.7M and, guess what, 15 went to the same contractor with Time and Materials pricing. The other contracts were split between FOUR other contractors. Only 3 of these contracts were fixed price and all were executed on a task order which means NONE were publicly bid after the initial competition. The largest contract was $2.12M and did not require Small Business, or any other set aside participation.

Does ConnectUs.net want a piece of that work? You better believe they do.

Can you make money in the federal government? You better believe you can. It is incredible what can happen when you have a strategy that works. The beginning of the strategy is by far the most important component and can make or break your efforts.

In the private sector, we call it marketing segmentation: knowing who your best customer is. In the government, you can do the same thing – the magic is in the targeting. There are 80,000 plus contracting officers with purchasing authority to spend hundreds of thousands of dollars. In the case above 1369 bought PR services of some kind or another, 299 bought them more than once in the last year,74 more than four times. Those are the ones you want. They are the gold nuggets. 74 is a quantifiable, manageable number that represent the top 10%. Because they have multiple applications for this service, the likelihood is much greater with these 74 that they will remember who ConnectUs.net is when they make the next purchase of PR services. That, my friend, is the name of the game.

Do you ignore the other 1200 plus contracting officers that, on any given day, may buy what you sell?

No way. But you place them in a different category otherwise you might as Stephen Covey would say “mistake activity for productivity”. We manage many different companies’ federal strategies and we can only do it by properly prioritizing our targets. First we find out know who they are and how they buy.

Imagine isiFederal doing this for you… in two weeks, you will know exactly what your priorities should be.

We would love to have you as a customer. Click here to purchase your very own intelligence package.

June 1st at 11 AM we will be conducting a SmartCEO webinar on marketing to federal decision makers. Click here to register.

Finding Less Competition in Federal Opportunities

in Bidding Basics, Federal Contracting, Managing Your Proposal, Reaching Your Buyers by isiFederal 2 Comments

I was looking through a recent construction association magazine about how bidding competition is off the charts in just about every construction field. Construction companies that were up against 4 or 5 bidders two years ago are now bidding against 25, 30 even 50 competitors today. Some of the construction folks I met with last week are seeing larger competitors try to make up for lost revenues by competing in new or smaller markets.

85% of federal opportunities have less than 4 competitors…

We recently compiled a federal intelligence report for our utility construction client located on the east coast… Over the past two years $3.9 Billion was spent with contractors on various forms of utility construction for the federal government and ¼ of the opportunities had only ONE response. 85% of the 11657 of the contracts awarded had less than 4 responses. That’s $2.7 B in awards that had less than 4 competitors.

Big successes for Small Businesses…

The largest “Small Business” contract discovered through intelligence was awarded in November of 2009 for a water and sewer project in New Orleans. The contract was won by Pennsylvania’s DV & Associates $31,186,659.20 and – get this – they are being paid in progress payments for percentage of completion. This helps offset bonding requirements and keep cash flow high. Even in this opportunity – only 9 offers were received.

Road and Roof Construction from Virginia landed over $25M in bite size chunks averaging $46k per job. TP Enterprises, Inc from Oklahoma won $14.5M, Sabre Communications Corp out of Iowa banked over $4.2M and has seven more zero dollar contracts that will help them minimize their competition over the next several years. This is great work at a great time and with minimal competition, is absolutely winnable.

More information from this Construction Intelligence:

  • Federal spending spikes 350% in September
  • Average contract size for utility work $413k
  • 395 contracts for $321M were solicited to Small Businesses and No Responses were received
  • 1569 contracts for $228M were solicited to Disadvantaged Businesses and No responses
  • 1308 contracts for $556M were not solicited to Small Disadvantaged Business because the contracting officer didn’t know of one.

Dispelling the Federal Myth…

True, the federal space is confusing and time consuming. That is no different than when you got into business in the first place. There are three things you need to make your federal strategy successful:

1) If you rethink your timetable for return on investment. Turn your 1 year goal into a 3 year goal.

2) Find out what works. If other companies in your space are doing it, you can too. Learn how they are doing it and do what they do.

3) Build relationships with the right people. People buy from people, even in the government, and relationships trump check boxes every single time. That is how the big boys win and how the small businesses explode. Triple Canopy started in 2003 and have since sold over $1B to the government.

4) Understand the procurement process. Every agency is different, every sub agency has its nuances, and every person has their own buying motives.

5) Dedicate resources. You need to be face to face with decision makers.

Want to get smart about your federal market?

“Last year I was looking for ways to find high probability targets. isiFederal provided exactly what we needed and now we are gaining access to opportunities that we would never have seen. The fact that they are in DC every day make all the difference in building relationships at the right level.”

Brendan Skelly, President LINQ Services, Fort Lauderdale, FL.

Initial Intelligence $299

This is our most introductory report. It will answer the underlying question of most business owners… Is there my kind of work out there? We can tell you for sure if there is enough activity for your offerings before you spend thousands trying to find it.

  • Find out where the federal market is for your services
  • Competition and Award report for your product or service offering
  • Identify Top Purchasing Agencies that are spending money now

Contact and Competitive Intelligence $3,000.00 Click here for Sample Excel.

This is our most popular report because it gives you competitive information and contact information –including e-mails – for who is responsible for spending the money. If you want to be considered for business in September, you need to be in front of federal decision makers by the end of July.

  • Identify Purchasing Agencies currently using your products and services
  • Identify and Verify Contracting Officers (with contact information)
  • Complete list of all competitors, who bought from them and how much they got paid
  • Identify Top Purchasing Agencies
  • Identify Top Contracting Offices
  • Identify Top NAICS
  • Breakdown by PSC
  • Action plan for pursuit

*This report takes 12 business days to complete.

Get your Federal Strategy started. Call 888-9-GET-isi.

Happy New Year!!!

in Federal Business News, Federal Contracting, Getting (and Keeping) GSA Schedules, Reaching Your Buyers by isiFederal Leave a comment

And it is indeed a happy new year for federal contractors who were positioned to pounce on “Use it or Lose it” spending. While weexecuted a last minute proposal for $525k that was chump change in the grand scheme of things.

In fact, 49,199 contracts were awarded in the last 10 days for $6,452,379,288.03 and we still have until 11:59pm. With an average of $131,148.59 per contract, there more than are a few party poppers going off right now. The best part is many of these contracts are only partially funded, that means even more funds coming on these fine wins over the next few months.

FY2011 is looking like another banner year for federal contracting with significant opportunity in construction, facilities management, Information Technology, cloud computing and security. Other areas that will be gaining steam are telecom, furniture and supply.

Hot Initiatives for 2011

Green- LEEDs certification, energy savings and alternative energy sources will be huge in 2011. Read GSA announcement here. If you haven’t embraced green technologies, you had better get on board. Make sure your GSA schedule is up to date with new technologies.

Emergency Response- With the 10 year anniversary of 9/11 approaching, hurricanes, blizzards and earthquakes, emergency response and preparation will be a key focus of expenditures in 2011. Make sure you have registered with FEMA’s contracting registry, click here https://www.fema.gov/doing-business-fema.

In-sourcing- The pendulum has swung firmly into government labor growth. That means anything to do with people in buildings is growing. Staffing agencies, furniture, phones, computers, software, security and office supplies are going to increase significantly in 2011.

MythBusters- FedBizOps

in Agency Focus, Federal Contracting, Understanding Your Market by isiFederal Leave a comment

Mythbuster: FedBizOps

Myth: Is the best place to find new opportunities really FedBizOps? If you go there right now you will find around 38,400 opportunities. Huge, right? Look closer… those 38,400 are categorized in one of the following: Presolicitation, Combines Synopsis Solicitation, Sources Sought, Modification, Sale of Surplus Property, Notice, Foreign Government Standard, Award Notice, Justification and Approval, Intent to Bundle Requirements.

If you search all opportunities in the past 365 days, you will see that only 60,699 actually were posted. If 60,699 is the annual total it must mean that a huge portion of the 38,400 are not even real opportunities. That isn’t all… When you consider some were not awarded at all and about 50% of RFP’s are so heavily influenced by industry (winnable only by the contractor who assisted in writing the scope), that leaves about 2,000 – 2,500 opportunities per month – Nationwide. That is why FedBizOps is a competitive nightmare and why most companies think there is too much competition.

Last year according to isiFederal Intelligence research, 2,718,964 contracts were awarded last year with 226,000 contracts being executed every single month (now that is more like it). That means only about 1% of real opportunities actually hit the street on FedBizOps.

FedBizOps Myth… BUSTED.

3 Steps to doubling Your Profits in 180 days

in Federal Contracting by isiFederal Leave a comment

3 Steps to doubling Your Profits in 180 days…

Did you know 20% of your clients make up 80% of your profits? These are your “A” list customers. Did you know that 80% of your internal resources are going to the least profitable 20%? These are your “D” list customers. What if you could double your “A” list, while dropping the “D” list? You could effectively double your profits and – get this – not have to add a single person.

1) List your best customers.

Can you list your top 10 customers? Most business owners when asked about their best clients can rattle off the top 3 or 4 without too much difficulty. Go ahead, take a moment and try it. By the time you get to 6 or 7 you will probably be struggling. In fact, you are likely starting to question what really makes your best client and injecting qualifying arguments like revenue, gross profit, ease of customer management, ease of sales or some other factor. Grading best customers can be difficult. Here is a link to a simple spreadsheet that you can use for this exercise. Uncommon Results Best Client Analysis System. Download and start filling in the important information.

2) Create a matrix of your best clients

Along with what your clients mean to you, list their characteristics. Include facts like how big are they (revenue and employee), who in the company made the decision to buy from you, their market segment, clients they serve and geography.

Inevitably, a "sweet spot” will develop in your client list – these are you’re “A” list customers. Once you know what customers look like in your “sweet spot”, it’s easy to find other companies that meet that criteria.

3) Direct ALL of your proactive resources towards companies that make up your A list.

Chances are your sales team, marketing efforts and support staffs are the most expensive overhead you have. If you take some time and redirect your proactive efforts and target ONLY prospects that meet your potential “A” list clients, the impact can be increadible. The hardest part is staying on course and ignoring the Siren song of C and D customers.

Do yourself and your company a huge favor and run some market intelligence to understand who the decision makers are within your “A” list customers then develop your strategy around pursuit of those prospects. For intelligence in the private sector, contact Uncommon Results at 800-515-5351, for federal contracts call 888-9-GET-isi.

Chinks in the Armor: Hitting Your Competition Where It Hurts

in Federal Contracting, Understanding Your Market by David Lowe Leave a comment

Arm Yourself

Have you done a competitive analysis to see how your competition is adapting to current market conditions? Probably not. Only about 4% of companies actually break down their competition on a regular basis to identify weaknesses and vulnerable accounts.

Only 4% of companies regularly analyze their competition for weaknesses.

Interestingly enough, the 80/20 rule applies here as well- 20% of your competitor’s accounts are solid. They trust each other, they are loyal, and contracting officers help them navigate the system – they are not going anywhere. But what about the other 80%? At any given time, 80% of their clients are at risk for some reason or another- and you can identify them.

Finding Your Rivals’ Achilles Heel

"The Chink in the Armor" | 2 | Half-mast & PS Magazine

One more vulnerability you find in your competitors’ armor is one less advantage they have over you.

Using isiFederal’s Contact and Competition Intelligence, you can know who is buying from your competition, how much they win, and how they win. For instance, if you are in the Armored Car business, and want some business with IRS, you will be up against nationwide Loomis who won ALL of the IRS contracts since January 2009. But Triple Canopy, a company not known for Armored Car services swooped in and took a $5.6M contract with the Army- an agency where Loomis had won 62 contracts over the past 9 years.

While we don’t think Fed Biz Ops is the place for finding winnable opportunities, we like the information that is available if you are tracking the bids through reward. The information is there four competition, you just need some help finding it and interpreting what the data means. Accounts that are consistently being won by a competitor are solid top 20% accounts and will require a lot of time and effort to become first choice for second place. The other 80% however, are much easier targets and will – at some point – be willing to at least entertain another option. The approach is critical to your success. Look to isiFederal to help with your introductions into accounts where you don’t have any traction.

Secret Agencies

in Agency Focus, Federal Contracting by isiFederal 1 Comment

Secret Agencies

We are not talking about NSA, CIA or any other spy agencies, we are talking about unknown agencies would drive right past their office and not know they were there. I should know, I have driven past a few of them for years in DC.

Bureau of Reclamation $1.1B

US Marshal Service $1.1B

USGS (Geological Survey) $1.1B

CNCS (Corporation for National Community Service) $1.2B

GPO (Government Printing Office) $1B

Many of these obscure agencies have contracting officers with budgets that rival fortune 500 companies. Guess what… if you don’t know who they are, chances are your competitors don’t either. Most of these smaller agencies also have more modest purchases. This helps keep their purchasing underneath the major federal contractors’ radar and also can make it more manageable for you. In almost all cases, these smaller agency contracting officers not hounded by hundreds of sales people either which makes them very willing to talk. Click USA.GOV for a list of hundreds of agencies.

Accelerent Partner – Free Small Business Category Identifier

in Federal Contracting by isiFederal Leave a comment

What makes a small business "small"?

Great question.  When dealing with the federal government, and most state and local entities, your qualification as a small business depends on what you do and how you are classified by NAICS codes (North American Industry Classification System.)  These are kind of like SIC codes that identify and categorize a business by industry.  Some NAICS, even in the same industry can vary drastically.  

Click here to download a comprehensive excel spreadsheet with all the NAICS codes by small business.  This also includes all the Woman Owned Small Business (WOSB) that are underrepresented or significantly underrepresented.

How can this help your company?  Well, give us a call at 888-9-GET-isi and we will be happy to explain it to you.  Accelerent Partners receive a 10% discount on ALL services.  Make sure that you identify yourself as an Accelerent Partner!

Accelerent Partner – Free Small Business Category Identifier

in Federal Contracting by isiFederal Leave a comment

What makes a small business "small"?

Great question.  When dealing with the federal government, and most state and local entities, your qualification as a small business depends on what you do and how you are classified by NAICS codes (North American Industry Classification System.)  These are kind of like SIC codes that identify and categorize a business by industry.  Some NAICS, even in the same industry can vary drastically.  

Click here to download a comprehensive excel spreadsheet with all the NAICS codes by small business.  This also includes all the Woman Owned Small Business (WOSB) that are underrepresented or significantly underrepresented.

How can this help your company?  Well, give us a call at 888-9-GET-isi and we will be happy to explain it to you.  Accelerent Partners receive a 10% discount on ALL services.  Make sure that you identify yourself as an Accelerent Partner!

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