Tag: government contracting

178: Unleashing Success in Government Contracting Through Innovative IT Solutions with Bryant Lynch and Pierce Robinson

Posted on by Eric Coffie

In today’s episode, we have Mr. Bryant Lynch, the President of Valen Solutions LLC. Bryan is an accomplished and innovative entrepreneur and IT professional with over 10 years of experience in improving business efficiency through IT solutions.

Bryant is a multi-skilled professional who serves as a trusted business advisor, providing valuable guidance to entrepreneurs and customers. With his vision, passion, and expertise, Bryant works with aspiring and growing tech businesses, championing and promoting entrepreneurship.

In this episode, he shares how his determination to learn about government contracting through videos and podcast has led him to reach his milestones in his GovCon journey. Now, he has six contracts under his belt.

As a highly qualified IT Advisor and Consultant, Bryant has a keen eye for excellence and a deep understanding of technical concepts. He excels in translating business requirements into effective solutions, providing technical leadership, and overcoming challenges with smart strategies. His infectious optimism, deep sector knowledge, and extensive network enable him to bring immediate value to any IT project or business.

Join Pierce and Bryan in this enlightening conversation as Bryant shares his insights, experiences, and strategies for achieving success in the government contracting space. Learn from his wisdom as he discusses the importance of IT solutions, visionary leadership, and building a strong team.

Let’s welcome our next guest, Mr. Bryant Lynch.

If you want to connect with Bryant, you can click these links:

Linkedin: https://www.linkedin.com/in/bryant-lynch/ 

Company Linkedin: https://www.linkedin.com/company/valen-solutions/ 

Website: https://www.valencorporateservices.com/

https://valen-corporate-services-40093162.hubspotpagebuilder.com/valen-corporate-services 

Social Media: https://www.facebook.com/valencorporateservices 

Instagram: https://www.instagram.com/valencorporateservices/

HOW TO MARKET YOUR BUSINESS TO THE GOVERNMENT

Posted on by Eric Coffie

What is the most effective way to win federal contracts? Market your business to the government. 

When people think about government contracting, the first thing that comes to mind is bidding contracts. Most people believe that bidding is the only way to get government contracts, and that is entirely false. 

You could win government contracts in so many ways, and quite frankly, bidding is not the route we advise you to take. 

When you bid, you are thrown into a pool of people, and some of them might not fully understand the contract requirements. Some might not be qualified or even capable of the work expected of the agreement. 

You’re saying, “So what? I’m capable, so it doesn’t matter.” but actually, it does. You aren’t putting your company in the best position.

CONSIDER NEGOTIATED CONTRACTS

How do you put your company in the best possible position? Through negotiated contracts! When you negotiate contracts, you become the expert. 

The government is turning to you and trusting you to give your opinion on solving their problem. This method, however, is not a process that is as direct as bidding contracts. 

Building relationships and getting connected to contracting people plays a vital role in this method.

For you to even have the opportunity of negotiating with the government, you need to market yourself. You need the government to know who you are and what you can offer. 

ABC’s OF MARKETING TO THE FEDERAL GOVERNMENT

1. Go to a business specialist.

When you are a small business, you can reach the government by talking to small business specialists. They are called different things; OSDBUs, Small Business Liaison Officers, or, in short, SBLOs. 

No matter what they are called, they do the same thing. More specifically, they can help introduce you to people who can negotiate directly with you, such as people from agencies or contracting officers.

Bear in mind that these small business specialists do not give contracts. They, however, can help facilitate government and small business relationships that will lead you to contract opportunities.

Assuming that you have already built your target market list, now you want to start talking to people about contracts. Since we follow a chain of command, the small business specialist is the first person you go to.

Most agencies have a forecast list that shows their upcoming projects and, instead of being pigeon-holed to the idea that these projects are projects that you want to get, use the forecast list as a marketing tool. 

Identify the projects you know you’re capable of performing, and you have past performance on, then present to these small business specialists.

2. Have a complete and updated SBA Profile

You did your presentation, and you spoke to the small business specialist, so what’s next? The small business specialist will most probably talk to the contracting people about you.

When that happens, the government will go to your SBA profile to know your past performance and experience. Please remember that the government is looking at this to judge you. So curate your profile in a way that speaks to a contracting officer.

The second way to market to the federal government is making sure that your SBA profile is complete and updated. Your profile should be a reflection of who you are and what you do. 

Make sure to put all your experience, even those not related to the federal government. Although this is something so easy, this is often overlooked by people. 

3. Respond to Sources Sought

Sources sought is another way to market yourself to the agency or the office. The contract specialist has your information, so there’s no need for you to contact that contracting officer.

It is an opportunity for you to tell your company’s capabilities, social-economic status, and past contract experiences. It’s like giving a free pitch.

The government has to do sources sought for market research, and by responding to them, you are helping them with it. In fact, in an interview with Donnie Harris, a former senior contracting officer, he said that he doesn’t return emails to people who don’t help with sources sought.

You’ve already spent your time with the small business specialist, updated your SBA profile, and now you’ve responded to sources sought, the contracting officers can’t get away from you.

4. Join Events

When you attend events, you meet many people from different industries, and those people know people who might be your company’s future clients.

If you leave a good impression, the chances of you being contacted are amplified, as they remember you and your company’s services. This is how you connect with people.

To make your way in the government contracting industry, you need to build relationships with people in the marketplace, and one of the most effective ways is by meeting and talking to them. 

Through this, you can let them know what you can offer, and who knows, maybe 2 or 3 years from now, they need people to perform services that you can do. 

Let’s take a few steps back. You’ve met with a business specialist, updated your profile, responded to sources sought, and now joined events with contracting specialists and people in the federal arena.

 Congratulations! You have now placed your company in the best position to get contracts.

RESOURCES

Now, you know the fundamentals of marketing to the government. It’s about time for you to go and do it! Government Contracting is more about building relationships than bidding contracts. 

With this in mind, if you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

You could also visit our website and other social media platforms or check the new GovCon Edu, where you learn everything about government contracting!

To learn more about the topic above, check these resources below:

11: Unlimited Warrant to Write Billions in Contract Actions – Donnie Harris

https://www.youtube.com/watch?v=R_H15m0jKgY

ABC’s of Marketing to the Federal Government

https://www.youtube.com/watch?v=o_QFjjeZMCA&t=1427s

 

Sarah Dunn: Insurance Specialist Creates Space for Women in GovCon Industry

Posted on by Eric Coffie

Learn from Sarah Dunn as she shares her experiences and what led her to specialize her skills in insurance in government contracting.

BACKGROUND

Sarah Dunn is an Employee Benefits & Insurance Specialist for The Capital Group/GovTech Insurance and the founder of Women in GovCon. She started her career in the insurance industry by chance.

She complimented a woman’s shoes at a recruiting expo, and the next thing she knew, she was single-handedly revitalizing the sales of Aetna health insurance plans. 

Her hard work was not unnoticed, as she had over ten job offers to join brokerage companies, including The Capital Group, the premier GovCon- specialized insurance brokerage company. 

Currently, Sarah is continuously making efforts to help small and mid-sized government contractors. She offers free consultations to ensure that these contractors are fitted with the proper care, especially knowing that insurance and employee benefits are the second largest expense for most companies. 

WHAT IT MEANS TO HAVE A TRUSTED ADVISOR 

It’s great to do business with the government because it’s safe, to an extent, and you get paid well, but the struggle is that you also have the government coming after you when things go wrong.

So, having insurance consultants can help you protect your business and your assets. Sarah believes in the importance of having a trusted advisor that knows your industry so that you, as a business owner, won’t need to deal with things that you are not an expert at.

“We have way too much to worry about, especially from an employer’s standpoint,” “Let someone else take care of it for you. Why are you wasting your time on it? Let me deal with it for you. I’m going to high level tell you that this is the stuff you should be having, but tell me, who’s completing that work for you right now? Who’s handling your open enrollment? Who’s handling your benefits?”

When Sarah was working as a national Aetna consultant, she sold to people in the position that she is now. 

Most of her clients were small and middle-market companies, many of which were government contractors, and she noticed something about them, which led to her focus more on insurance in government contracting.

She saw so many firms that didn’t have a specialization in insurance in government contracting. As a result, many companies did not know what they were talking about when they were trying to address the needs of the clients.

An owner of a company that does facial recognition came to one of Sarah’s GovCon events, and they built a strong connection. Sarah then got her in the right room with the right people to help her grow her business. 

When it comes to Sarah’s perspective on Insurance and benefits, she emphasized that it’s not just about money or savings. These aspects not only protect the business but help them attract top talent as well. 

“If you have something that you’re offering that is outstanding, and you know your options because you have that trusted advisor, throw them on your offset because it will help you attract the right clients.”

WOMEN IN GOVCON

Sarah describes Women in GovCon as a networking group of powerhouse females, coming together with the intent of winning more contracts.

She has witnessed so many different networking groups in the government contracting industry and noticed that most, if not all, are male-dominated. Although there is nothing wrong with that, she feels that something is missing. 

“What was missing was some of the added love that I truly feel women in govcon has been successful in enhancing.”

Small businesses are often looking for mentorship opportunities, and Women in GovCon provides that for their members. They would invite key players in the industry to speak on educational aspects like how to create balance being an executive leader and who to pass the ball to in various fields so you can increase your ROI.

Being a part of this organization, however, is not easy.  Every group member was referred in from either a client of the Capital Group, a partner of the Capital Group or someone they have researched that they felt would be a perfect fit. 

They are focused on bringing in members with a minimum of around $15 to $20 million in revenue. As of now, there are 70 members in Women in GovCon and growing. 

“I say I planted the seed, but the seeds were already there. They were scattered around the earth, and now, we are starting to prosper and see those seeds spread out.”

ADVICE TO SMALL BUSINESS OWNERS

“We want to take on the world, and we think we can handle it, but you have to take small bites, and you have to pass the plate.”

In business, there’s too much to worry about that you can’t possibly know everything. So, It’s better to hand over things that you have little knowledge of to experts that can actually save you money and directly address your needs. 

RESOURCES

If you want to learn more about Sarah Dunn’s experiences and insights learned along the way, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu, where you learn everything about government contracting!

93: Sarah Dunn – Manage Service Provider teaches you how to WIN BIG!!

https://www.youtube.com/watch?v=uifL2JyOoUw&t=973s

 

Enough Learning! Start Doing!

Posted on by Eric Coffie

There are tons of resources that you can use to learn about the government contracting marketplace, but the best resource that you can use is your experience and you won’t have this without diving right now. So, enough learning and start doing!

WHAT IS STOPPING YOU?

What is stopping you from taking the chance? What is standing in your way in doing the work and being part of this marketplace? Are you afraid of failure or are you afraid of success?

You see, we’re used to fearing everything before it actually happened. As a result, we only end up talking about our dreams and goals, instead of actually doing it. 

“I’m so accustomed to people just talking about these things and really not processing or digesting or even understanding the implications of what they’re saying.”

Aside from that, we’re used to thinking that we can’t actually gain success because we don’t have the necessary advantage that rich people have. 

Stop falling into that trap because if that’s true, then no poor person will ever succeed in life. 

Besides, with the new resources that we have right now, it is easier to gain success than before. It’s all just in the mindset. 

“The doer is the worker and the person that’s the thinker is the leader. They’re the ones that own the stuff. Do you want to be an owner or do you want to be a worker?”

ARE YOU DOING THE WORK OR ARE YOU JUST BEING BUSY?

Although it is much needed to learn about the industry first before actually diving into it, most of the time, we’re just stuck in the learning phase… we aren’t actually doing the job. 

This is the same case in the government contracting marketplace. There are a handful of people that are thinking that they are doing the work by creating an LLC and getting a website domain. 

However, that’s not doing the work. Doing the work is responding to a sources sought notice and building relationships with target government agencies. 

“Those are not activities that are going to get you to the point where you can have a long-term sustainable business with recurring revenue. You’ve got to get out there and do the work.”

Besides, we all know that there are income-producing activities and there are also busy producing activities. Are you doing an income-producing activity or are you just doing busy work? 

ARE YOU DRIVING TOWARDS YOUR DIRECTION?

Have you planted any seeds lately? Have you made govcon activities recently? Are you doing the necessary work in getting a contract? 

Look back to the activities that you are doing in the past few months. Is it driving you towards your destination? 

If yes, then you’re on the right path; if not, you might need to be more committed to what you want. 

“In some of my content, in some of my videos, I say, ‘You have to, right, first plant the seed, then till the soil, give it sunlight, give it water, give it nutrients, and watch it grow up.’”

Besides, in the case of government contracting, it’s either you learn or you earn. You either win a contract or learn from doing the activities leading to getting a contract. 

THE GOVCON WORLD IS THRIVING

Now, if you want to learn about this marketplace, then do so. 

Remember, the government machine is still going, regardless of whoever leads the country. In fact, the world of government contracting is continuously growing and it is providing more opportunity even in times of crisis.

This is why here at GovCon Giants, we are also taking advantage of the opportunities that come with it. 

Aside from the resources that you can see on our Youtube channel and on our website, you can also be part of our community. 

We’re actually running out of people to whom we can give the opportunities that we see on a daily basis. 

So, if you want to learn more about this marketplace and be part of a community that’s going to help you win, then join us right now!

“The world of govcon is continually growing. It’s continually strengthened. It is continuing to flourish.”

RESOURCES

With this in mind, if you want people to help you start doing the work necessary in getting your contract, then check the resources below. 

You can also join us here at GovCon Giants or check the new GovCon Edu where you learn everything about government contracting!

 

Enough Learning! Start Doing!

https://www.youtube.com/watch?v=60Jz701o2Lk

12 Questions to Ask your PTAC for Business Growth in 2021!

Posted on by Eric Coffie

Here are the 12 questions to ask for your PTAC for your business growth this 2021!

GO TO YOUR PTAC 

The reason why you need to take advantage of the Procurement Technical Assistance Centers (PTACs) near you is because PTAC is a free organization meant to help you. 

This organization has centers across the country that can provide you with the necessary support and service that you need, in terms of government contracting. 

However, if you don’t know the questions that you should be asking your PTAC specialist, then you’re basically just wasting your time. 

The key is to ask the right questions. And this is why we have this blog for you. 

“So, ask the question. Don’t be afraid to ask again. You cannot get the answer to the question that you don’t ask.”

QUESTIONS TO ASK

1. Can you help evaluate my business?

This is the first question that you should ask as it entails where you at as a business owner.

This lays out who you are, what you do, your experiences, so that the specialist can evaluate your business easily. 

This way, the PTAC specialist can recommend the type of people you need to surround yourself with or the contracting level your business fits the most. 

“That means looking at whether or not I’m fit to be a prime at the federal level, or maybe a subcontractor federal level, or maybe do I need to start at the local level to be a prime or a local subcontractor, or do I need to team up with someone to help me to be able to fill in the gaps of what I’m missing.”

2. What do I need to be successful? 

Now, after that question that showcases your background, ask your PTAC specialist what you need to be successful.

This is a different question than the first because in this case, you’re already asking what will help you to fill the gap. You’re showing them your weaknesses and with it, they may give you advice such as needing more training, getting the best possible team, etc. 

3. Can you help with market research?

So many of us ask about bidding, but if you were to bid in a market where there’s large contractors, there’s an abundance of people working on that already. 

You’re probably not going to have a good chance coming in as a newbie, however if you will ask this, they can analyze your situation and look at the region and space you’re in, and maybe determine the opportunities that exist that not everyone chases. 

“So, wouldn’t you like to know where there is an area in the market around… where there’s a whole abundance of opportunities and no one chasing them? That’s more important to me than bidding.”

4. What area are you most experienced in?

This is a question that you want to ask the PTAC person. This is not to ridicule the person, but to understand where they have more knowledge about. 

Because take it this way, it is more justifiable that someone with more experience in local contracting will surely motivate you towards that marketplace.

It’s not that they believe that you should do local contracts, they just don’t know that much thing about state or federal contracting.

“We are just trying to qualify the information that we’re receiving, so that we can make an informed decision for our business.” 

5. Do you have contacts in my industry?

Asking this won’t just help you learn about who the key person to talk to, your PTAC person may even have the contact information of these people.

“Having this type of insightful information will allow you to be able to maybe go out and pitch or do a presentation for one of these contracting officers, small business people, and then allow you to get some feedback that you wouldn’t have had before.”

6. What can I do to increase my odds for success?

How is this different from the previous questions? Well, this will help your PTAC person spark something in the back of their minds. 

“We are humans and we forget that we know certain things… and this is a way… hopefully trigger something in the back of their brain that reminds them of an opportunity of a person, of a relationship that they forgot that they had or that they didn’t think about based on your previous six questions.”

7. Have you heard of projects where no one is bidding?

There are a lot of projects from all government contracting levels that no one is bidding. And as a newbie in this marketplace, this should be something that you should take advantage of. 

8. What meetings can I attend and organizations can I join?

This question is a must. Although your PTAC person already has lessons to guide you towards your business growth, you need to learn more outside that space.

So, ask the question as it shows that you want to take initiative and you’re not just looking for free handouts.

9. Can I speak to your most successful clients?

Don’t be afraid to ask this question. Your PTAC person sure does have clients that are successful and with this, why not take advantage of that connection. 

Ask your PTAC person what events they attend, what organizations or meetings they are part of, and other similar information. 

You might not know, but there’s a possibility that you can bump into these people at an event. 

“Listen, you want to fly with eagles. In order to be the best, you have to learn from the best, right? So, you want to be around those types of people.”

10. What are some common mistakes small businesses make?

This is a great question because if your PTAC person has already been at this job for years, then they surely had people come through the door that wanted to succeed but failed. 

And with this, you can draw upon those people’s knowledge. How can you take that knowledge that they’ve got and implant it upon yourself, so that you can now learn the things that you should avoid?

“Find out what are those experiences. You want to make the most of your time and you want to gather all you know.”

11. Can you recommend a training that is low-cost or free?

Sometimes people forget about the resources that they have, so you should ask this question. 

“You have to be intentional in your meeting and what you’re asking for and ask them specifically this question, ‘Can you recommend any free or low cost training that I can take to further my knowledge?’”

12. Have you heard of GovCon Giants?

This question is something that we slid in this blog because GovCon Giants is a national non-profit organization. We are all across the United States and we’re growing… and we are providing training. 

Consider that PTAC receives millions of fundings to provide matching and training services to businesses. And with this, you might be able to spend days with someone from us to help you and your business. 

RESOURCES

As part of our goal to help all of you reach your business growth this 2021, we also want to lay out these 12 questions to ask your PTAC person. 

Still, make sure that you take the first step in the process and go to your nearest PTAC. Let them know that you are a serious candidate to be in the next multi-million dollar corporation and you need their help.

If you want to learn more about this topic, then check our full video below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

12 Questions to ask your PTAC for Business Growth in 2021

https://www.youtube.com/watch?v=Nz0tEWmHxcw&t=7s

MasterMind Monday: What could hold you back as an entrepreneur?

Posted on by Eric Coffie

What holds you back as an entrepreneur? Let’s find that out through this Mastermind Monday with our guest Emily Harman!

BE SELF-AWARE

As business owners, we all do a lot of things, but you should also take a break for some time. Don’t just push, push, and push. You should also realize the things that you need to do to strengthen your self-awareness. 

Consider that the best leaders are self-aware. They understand themselves and they assess the things that hold them back. And with that, they know what are the things needed for the growth of their business, as well as themselves. 

“I’ve spent the past almost two years… becoming a lot more self-aware, and understanding myself. And, you know, we’re always growing, we’re always expanding, we’re always evolving into a new version of ourselves.”

POSITIVE INTELLIGENCE AND YOU2

Positive Intelligence is a book and a coaching program that makes an assessment of what your top 10 saboteurs are. 

If you visit the website, it will tell you about your saboteurs and identify which you are stronger and weaker at. 

For instance, in Emily Harman’s case, she is an achiever, people pleaser, and restless. 

Knowing this is pretty important because by knowing your saboteurs, you can make changes on how you do things. Your hyper achiever self might push you to do more work, but what you really need is rest.

Besides, this can also be helpful in a team setting because by knowing what yours and others saboteurs are, you can make necessary changes on how you can deal with each other. 

Meanwhile, another book that you should also read is called You2 by Price Pritchett.

In this book, the author talks about watching a fly that is trying harder and harder to fly through the window, when really a few flaps of the wing down, the door is open.

That example can relate to how you run your company. You might have not accepted a handful of business partnerships thinking that they will just take advantage of you, when in fact they just want to help you grow. 

So, if you want to reassess how you do your business, read the resources above as these really answer the question, “Are you really seeing the other way to do it or are you just acting on your limiting beliefs?” 

ADVICE FOR SMALL BUSINESSES

1. Know your ‘why.’

Knowing yourself and your ‘why’ is important, especially in this lucrative but challenging marketplace of government contracting. 

Are you just here to get rich quick or are you building generational wealth? 

If you’re thinking of the former, then it’s going to be very hard for you to lead a company in the long haul. However, if you think of the latter, then you can adjust your mindset and strategy to really achieve your goals. 

“Knowing yourself, and knowing your strengths and weaknesses, and knowing what your mind is telling you, and being aware of whether or not you’re listening to your mind is all really important stuff.”

2. Be with people who point out the truth.

Be with people who won’t just say ‘yes’ to everything you do and ask. These people should be able to point out the truth and the things that you did wrong. 

This is pretty important because you’re building a business. You don’t need people who always say yes. Rather, you need people who will tell you things that could have been done better. 

This way, you know what not to do next and what you should focus on. 

RESOURCES

If you want to learn more about what is holding you back as an entrepreneur, then check our full Mastermind Monday video with Emily Harman.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

What could hold you back as an entrepreneur?

https://www.youtube.com/watch?v=2DcxuHQF6Gg

Top 10 PSC codes in 2020

Posted on by Eric Coffie

If you’re a small business owner and have been trying to get into the federal arena, you are probably familiar with the North American Industry Classification (NAICS) code. It is very important in terms of gaining visibility to the government but did you know that the Product Service Codes are just as important?

One of the reasons why business owners get lost in government contracting is because of the overwhelming variety of products and services needed by the agencies. 

PSCs can help a business easily describe what they can offer to the government buyers, as they are straightforward and also narrower compared to NAICS codes. 

Most business owners think their companies stand out from their competition, but only a few have actually attempted to validate that. 

Find your competitive advantage by getting to know the marketplace. This could expand potential opportunities for you and your company. With that in mind, here’s a list of the top 10 PSC codes that have dominated 2020 and what they offer to the market.

1. 1510 

Aircraft, Fixed Wing

This code pertains only to complete aircraft which means end items, assemblies, parts, attachments, or accessories for use in or on fixed-wing aircraft are classified in classes other than this class.

2. R425

Professional: Engineering/Technical

This is designated for engineering and technical services. Under this category are services that offer systems engineering, technical assistance, and other services used to support the program office during the acquisition cycle. This excludes language translation and sign language interpretation.

3. 1905 

Combat Ships and Landing Vessels

This code includes aircraft carriers; battleships; cruisers; destroyers; submarines; frigates and corvettes; gunboats; motor torpedo boats; sub chasers; landing barges; minelaying and mine sweeping craft. 

4. R499

Support- Professional: Other

Services in this category offer advisory management. Businesses that fall under this are wide-ranging. One of the few possible NAICS codes for this is engineering services, environmental consulting services, and other computer-related services.

5. 1410

Guided Missiles

This class includes only complete guided missiles, with or without warheads and explosive components, whether in assembled or unassembled form. Complete drones, initially designed as missiles, but converted to drone use, are also part of this code. 

End items, assemblies, parts, attachments, or accessories for use in or on guided missiles are classified in classes other than this class.

6. 6505 

Drugs and Biologicals 

This code refers to establishments that provide all drugs, medicinal grade chemicals, and biologicals subject to the Federal Food, Drug and Cosmetic Act, listed in the Monograph section of the U.S. Pharmacopeia or the National Formulary or covered by the United States Adopted Names (USAN). The items in this category, however, must be formulated for human use only.

Medicated cosmetics and toiletries classifiable in FSC 6508 and in vitro diagnostic substances and reagents classifiable in FSC 6550, and Veterinary Drugs and Biologicals classifiable in FSC 6509 are excluded from this class.

7. D399 

IT and Telecom- Other IT and Telecommunications

This refers to establishments that offer IT and telecommunication services, as the name states. This category comprises services that offer any form of electronic information use and transmission.

8. Q201 

Medical- General Health Care

This code is also self-explanatory, as it pertains to general health care services. Possible NAICS codes under this category are general medical and surgical hospitals, temporary help services, and home health care services.

9. M1JZ

Operation of Miscellaneous Buildings

Codes under M1 are designated for companies that operate on government-owned buildings. Most of the industry titles under the M1 classification are specified. This code, on the other hand, refers to the construction of buildings that may not particularly fall into other categories, hence the term miscellaneous.

10. 6515

Medical and Surgical Instruments, Equipment, and Supplies

The items offered in this class include anesthesia apparatus, blood transfusion apparatus, oxygen therapy apparatus, respirators, orthopedic supplies, arch supports, clinical thermometers, sutures, hearing aids, veterinary equipment, endoscopes, fiber optic. The ophthalmic instruments and non-medical endoscopes, however, are not included.

RESOURCES

The ranking from this article was taken from usaspending.gov. Federal awards in 2020 were categorized by their PSC codes and were then listed from highest to lowest, according to their respective cumulative amount obligated by the federal government.

To learn more about PSC codes and how to use them, check this video entitled, What is a PSC (product service code) and how to use it? to know your way around the industry and find your competitive edge.

The information found in this article is taken from the Products and Service Codes Manual, wherein the products, services, and research and development (R&D) purchased by the federal government were described according to its specified code.

Top 10 Industry NAICS codes for IDV Contracts in 2020

Posted on by Eric Coffie

For service contracts (and some products), the government has shifted almost entirely towards Indefinite Delivery Vehicles (IDVs).

IDVs separate large businesses from small, as small businesses in socio-economic categories are often prioritized. Although competition is intense, this is still an opportunity that you shouldn’t miss. 

The ultimate goal in bidding for IDV contracts, and in government contracting, in general, is to win. Having a small business certificate won’t be enough, you need to earn your spot on this bus. 

If you haven’t earned the right on the bus, you can’t even see the task and delivery orders. So how do you secure your spot? Start by knowing the industry and your competitors. 

IDV contract opportunities are found in all industries, but not all succeed. Some industries do better than others, here are 10 industries that have successfully made their way through winning IDV contracts in 2020.

1. 325412 

Pharmaceutical preparation manufacturing is the industry wherein establishments manufacture in-vivo diagnostic substances and pharmaceutical preparations (except biological). They are the makers of tablets, capsules, ointments, etc.

Federal IDV contracts under this code were actually worth about $2 billion in 2020, making it first on this list.

2. 325414 

Biological product (except diagnostic) manufacturing is the manufacturing of vaccines, toxoids, blood fractions, and culture media of plant or animal origin (except diagnostic). This comes second, with a government spending of $1.7 billion for IDV contracts.

3. 481212 

This code is for establishments in the nonscheduled chartered freight air transportation industry wherein they provide air transportation of cargo, without transporting passengers, with no regular routes and regular schedules.

When it comes to the government’s cumulative spending, specifically on IDV contracts, this industry is worth $1.6 billion.

4. 541712 

This code is all about research and development in the physical, engineering and life sciences engineering, and life sciences (except Biotechnology).

They conduct research and experimental developments in the field of science and mathematics. In 2020, the federal government has invested $1 billion in this industry for IDV contracts.

Note: The NAICS Code 541712, however, is no longer valid. The NAICS Code that should be used instead is 541715. Unless the requirement is dealing with nanotechnology, in that case, code 541713 should be used. 

5. 325411 

The medicinal and botanical manufacturing industry, worth $900 million in IDV contracts, manufactures uncompounded medicinal chemicals and their derivatives (i.e., generally for use by pharmaceutical preparation manufacturers). They are also responsible for grading, grinding, and milling uncompounded botanicals.

6. 541711 

Ever wondered why the NAICS code 541712 / 541715 excluded biotechnology? Here’s why. 

This code conducts biotechnology research and experimental development. They use micro-organisms and cellular and biomolecular processes to develop or alter living or non-living materials. 

They contribute to the development of new biotechnology processes used by various industries, which explains why the U.S. government has spent over $812 million in this industry, for IDV contracts alone.

7. 336414 

Guided missile and space vehicle manufacturing businesses manufacture complete guided missiles and space vehicles and/or develop and make prototypes of guided missiles or space vehicles. 

NASA is known to be the largest procurer of these services, followed by the Air Force and the Missile Defense Agency. More than $599 million was put into this industry, specifically for IDV contracts.

8. 541512 

Computer systems designs services plan and design computer systems that integrate computer hardware, software, and communication technologies.  Federal IDV contracts, in this industry, have a cumulative spending amount of $567 million.

9. 561210 

Facilities support services provide operating staff to perform a combination of support services within a client’s facilities. The staff, however, are not involved with or responsible for the core business of the client. The government invested $468 million worth of IDV contracts on this industry for 2020.

10. 541330 

This code is for establishments that offer engineering services which include civil engineering services, environmental engineering services, and mechanical engineering services. 

This industry is wide-ranging, as it pertains to any business that applies physical laws and principles of engineering in their design, development, and utilization of systems. The cumulative federal spending for these establishments is $410 million for IDV contracts.

RESOURCES

The list of industry NAICS codes from this article was taken from usaspending.gov, wherein federal awards for IDV contracts in 2020 were categorized by their NAICS codes and were listed from highest to lowest, according to their respective cumulative amount obligated by the government.

If you want to know the benefits of IDIQs and IDVs and how to prepare your company for these opportunities, then be sure to click the links below:

Are you ready to win a contract, prepare your corporation for success using IDV

https://www.youtube.com/watch?v=kqs1D_TKZIg

Multiple year contract award (IDIQ) explained in simple terms – Eric Coffie

https://www.youtube.com/watch?v=WgVtj-Iv7yI

To also learn more about all things NAICS, you can check out the website here.

Top 10 Industry NAICS codes in 2019

Posted on by Eric Coffie

If you’re a small business owner and you’re wondering why you don’t see federal opportunities for your company, maybe we can help.

Opportunities, oftentimes, don’t come to you, it’s you who finds them. When searching for opportunities, you need to use specific criteria to filter your search, this is where the NAICS codes come in.

Do you know yours? Many businesses use NAICS codes to find upstream suppliers and downstream markets. Government agencies even post-contract bids and offer tax incentives within a given NAICS code.

Before you go out there and start finding business opportunities, get to know first the federal market and the industries that have been successful in winning contracts. If they can do it, you can too!

With this in mind, here’s the Top 10 Industry NAICS codes that prospered in 2019.

1. 336411 

This industry code is on top of the list with a cumulative government spending of almost $50 billion in 2019. This comprises establishments involving aircraft manufacturing. 

They are those who manufacture or assemble complete aircraft. They also develop aircraft prototypes and do aircraft conversions, such as major modifications to systems and complete aircraft overhaul and rebuilding.

2. 541330

Coming in at second place, establishments in this industry provide engineering services. They apply physical laws and principles of engineering in the design, development, and utilization of their machines and systems. 

Businesses under this code may offer the provision of advice, preparation of feasibility studies, and preparation of preliminary and final plans and designs. 

3. 561210 

Services offered by this industry are often overlooked but are necessary for us to function. They are the establishments that offer facilities support services. These businesses provide operating staff to carry out a combination of support activities; but are not involved with or responsible for the core business or activities of the client. 

The mentioned combination of services include janitorial, maintenance, trash disposal, guard and security, mail routing, reception, laundry, and related services to support operations within facilities. 

4. 541512 

This code is for businesses offering computer system design services engaged in planning and designing computer systems that integrate computer hardware, software, and communication technologies. In 2019, this industry is worth about $24 billion in the federal market. 

5. 336611 

At the top five, we have the ship building and repairing industry. They are the people who operate a shipyard, which are fixed facilities with drydocks and fabrication equipment for building ships.

Activities of shipyards include the construction of ships, their repair, conversion, and alteration, the production of prefabricated ship and barge sections, and specialized services, such as ship scaling.

6. 236220 

Under this code are people responsible for the construction of commercial and institutional buildings and related structures, such as stadiums, grain elevators, and indoor swimming facilities. 

General contractors, commercial and institutional building for-sale builders, commercial and institutional building design-build firms, and commercial and institutional building project construction management firms are included in this industry.

7. 541715 

This is for establishments that involve research and experimental development (except nanotechnology and biotechnology research and experimental development) in physical, engineering, and life sciences.

Businesses under this code conduct research and experimental developments in the field of science and mathematics, all essential for economic growth, which is probably why the government invested around $20 billion in this industry.  

8. 541712 

Similar to NAICS code 541715, this code is also for establishments in the research and development in the physical, engineering, and life sciences engineering and life sciences (except Biotechnology) industry. This code covers a wide spectrum of fields, from biology to chemistry to veterinary.

Note: The NAICS Code 541712, however, is no longer valid. The NAICS Code that should be used instead is 541715. Unless the requirement is dealing with nanotechnology, in that case, code 541713 should be used. 

9. 336414 

This code is for the guided missile and space industry, which manufactures complete guided missiles and space vehicles and/or develops and makes prototypes of guided missiles or space vehicles. 

Although it is second to the last, the government spending on this industry is worth about $19 billion, which is still a huge amount.  

10. 541519 

Last but not the least, with a cumulative government spending of almost $17 billion, we have the industry that provides other computer related services. 

The services offered are all computer related services except those that were provided for by NAICS code 541512 (computer systems designs services).  

RESOURCES

The ranking from this article was taken from usaspending.gov, wherein Industry NAICS codes in 2019 were ranked from highest to lowest, according to the cumulative amount obligated by the government to each respective industry.

To learn more about all things NAICS, you can check out the website here.

State and Local Contracts Might Be Worth the Risk!

Posted on by Eric Coffie

With the new changes and new packages being provided to state and local governments, contracts within these areas might be worth the risk!

STIMULUS PACKAGES FOR THE STATE AND LOCAL GOVERNMENT

As everyone already knows, here at GovCon Giants, we preferred federal contracts over state and local contracts. 

There are various reasons why and some of these is the fact that there are always delays in payment whenever someone in the office fails to do the paperwork on time. 

However, given the instances in the past year and the new stimulus packages being provided to state and local governments, contracts within these areas might be worth the risk!

Besides, the government at this point has now passed two stimulus packages. The first one was in March and the other one was in December 2020. Both packages are injecting money back into states and local governments. 

The other thing is that President Biden is now attempting to pass a new 1.9 trillion trillion dollar stimulus package which will surely give a whole lot more money into that for state and local governments. 

“The good thing is that all of you folks have been working, getting paid even if it’s a little bit late. You’ve still been getting paid. They haven’t abandoned you and that’s the wonderful thing. That’s what’s giving me hope about state and local contracting.”

So, to help you navigate this marketplace, written below are the ways you can take advantage of these new opportunities in doing state and local contracts!

ATTEND ANY LOCAL ADVISORY BOARD MEETING

If you’re thinking of going to the local contracting arena, it is best to take a look at the local advisory board for your local city or municipality.

You may have to do some searches or call the local municipal offices, but definitely see if you can get some inside information with the local advisory board for your particular arena and your area. 

Why? Because there’s a lot of good things going on.

For instance, in Miami-Dade County, we have a Small Business Development Center that is designed to help small businesses and a Small Business Enterprise Advisory Board for Construction.

What you will find with these is that these boards usually have meetings that you can attend to. 

First and foremost, you’re going to meet people like you who are starting or already navigating in this marketplace for years. This could also help you learn who are the good contractors from the bad contractors.

“You have to get active. You got to participate. People have to see your face, know your name, and be able to identify you.”

Apart from that, you will also learn how your local government procures goods and services, and that’s so critical if you want to be in this arena. 

CHECK ANY LOCAL SMALL BUSINESS RELATED DOCUMENT

Aside from attending the above-said meetings, you can also check and analyze any local documents related to your industry because they often issue reports and minutes that you can go back into.

Primarily, you can see in these reports the members of the board that are providing their services and are officiating these meetings.

These reports also highlight the issues that were brought forth by the board in which you can start learning and investigating in order to make the best possible decision for your business.

Then, if you also want to see how much contracts were given to set-asides for minority groups, these reports may also highlight this.

Most importantly, these reports also highlight the companies that are doing state and local contracts together with the data related to their businesses, including the total value awarded, costs of work, and percentage completion.

So, if you want to navigate this marketplace, is it best to do your own research using these resources because this may either lead you to your first contract or a possible partnership, among other things. 

“I always remind people to start with the research. Let the research guide your activities.”

THERE MIGHT BE HOPE FOR STATE AND LOCAL CONTRACTS

The gist of this whole article is that if we continue along this trend of bringing on stimulus and propping up the economy, then that’s great news for small business contractors who are considering starting at the local level.

“The government is making sure in putting dollars and putting not just dollars, they are putting their voice behind ensuring that they prop up small businesses to keep the economy flourishing.”

Although you still need to have capital to sustain your business until you get paid, at the very least, we don’t see any time soon that the state and local government will leave small businesses behind because there is so much money flowing around.

RESOURCES

So, with the new packages being provided to state and local governments, GovCon Giants think that doing contracts in these areas might be worth the risk!

However, consider that if there are warning signs of things changing, we definitely want to be here to step in and let people know about the change in climate.

With this in mind, if you want to learn more about this matter, then check the resources below. 

You can also join us here at GovCon Giants or check the new GovCon Edu where you learn everything about government contracting!

ALERT: State and Local Contracts might be worth the risk Part 1

https://www.youtube.com/watch?v=B-o04pXqCGE&t=313s

State and local contracts might be worth the RISK – Part 2 of 2

https://www.youtube.com/watch?v=TpjGtrrOwUs&t=617s