The SBA Contracting Guide contains valuable information, but information without action remains worthless. Based on real success stories like Jeff Anderson's ATEK Distribution and Mary Warren's Black Horse Construction Group, here are seven concrete steps to implement this week.
Step 1: Complete Your SAM Registration (This Week) Government agencies are required to use SAM to advertise all contracts over $25,000. The System for Award Management registration is your business license for government contracts. The guide's checklist ensures you avoid common registration errors that delay approval by months. Set aside four hours this week to complete this foundational step.
Step 2: Identify Your Certification Opportunities (30 Minutes) Jeff Anderson's success with ATEK Distribution started when he obtained his Service Disabled Veteran Owned Small Business certification. SDVOSB certification makes businesses eligible to compete for sole-source and set-aside contracts. At least 5% of all federal contracting dollars each year are set aside for SDVOSB's.
Review the guide's certification comparison chart to determine which designations apply to your business. Women-Owned, Veteran-Owned, HUBZone, and 8(a) certifications unlock different contract opportunities.
Step 3: Research Your Market Using Free Government Tools (45 Minutes) Federal Procurement Data System – Next Generation is the repository of all federal contracting data for contracts over $25,000. With this system, you can see which agencies have contracts and with whom they have contracts, what agencies buy, and which contractors have contracts.
Use these tools to identify agencies that regularly purchase your type of services or products.
Step 4: Map Your Capabilities to NAICS Codes (30 Minutes) Choose your North American Industry Classification System codes based on actual capabilities, not aspirational services. This precision determines which contracts you can legally pursue and affects your small business size standards.
Step 5: Start Small with Simplified Acquisitions (60 Minutes) Focus initially on contracts under $250,000 that use simplified acquisition procedures. These contracts have streamlined processes and reduced competition, making them ideal entry points for new government contractors.
Step 6: Build Your GSA Schedule Strategy (90 Minutes) If you want to sell to the government, securing a contract with the U.S. General Services Administration (GSA) — the government agency that connects government buyers with contractors — is a great way to start. Securing a contract with the GSA is also called "getting onto the GSA Schedule," which means you've been approved to do business with the government.
ATEK Distribution achieved this milestone: This September, ATEK Distribution secured their place on the GSA schedule.
Step 7: Establish Your Past Performance Documentation System (90 Minutes) Past performance drives contract awards more than price in many competitions. Create systems to systematically capture project outcomes, client testimonials, and performance metrics from day one—even for your commercial work.
The 30-Day Implementation Schedule Week 1: Complete steps 1-3. Week 2: Complete steps 4-5. Week 3: Complete steps 6-7. Week 4: Submit your first proposal using your new framework