Learn How to Grow Your Business with Government Clients

On Monday, July 22, 2024, small business owners and aspiring entrepreneurs gathered at the SOVA Innovation Hub to learn about government contracting. Hosted by Lynne Mann from the Greater Crater Apex Accelerator, the one-hour “Government Contracting 101 Workshop” drew about 10 participants, all eager to discover the keys to securing government contracts. The workshop centered on providing valuable resources and strategies for small businesses aspiring to break into government contracting. Lynne shared her knowledge on a range of topics, including certifications, networking, and the meticulous documentation required for contract applications.

RISE feature image blog July 2024 (Instagram Post)

Key Takeaways from the Workshop

Certifications Matter: One of the focal points of the discussion was the importance of certifications like the Small, Women-owned, and Minority-owned Business (SWaM) certification and the Disadvantaged Enterprise (DBE) certification. The speaker emphasized how such certifications can open doors to numerous government contracting opportunities.

Opportunity Exists: There is great opportunity to grow your business, if you look at local, state, and federal government agencies as potential clients. The speaker shared that 42% of the Virginia state budget is required to be spent with SWaM businesses.

Networking is Essential: Building a strong network was highlighted as a critical strategy for success in government contracting. Lynne encouraged attendees to engage with potential buyers and other small businesses, both online and offline, to build valuable relationships.

Understand the Buyer’s Perspective: A recurring theme was the necessity for businesses to understand the needs and perspectives of government buyers. This insight helps in tailoring proposals and pitches that resonate more effectively with decision-makers.

Up-to-Date Documentation: Keeping meticulous and up-to-date documentation was underscored as crucial for the contract application process. Attendees were advised to regularly review and update their business documents to ensure readiness for any contracting opportunity.

Strategic Planning: The importance of having a comprehensive plan for applying for contracts was discussed. This includes identifying potential opportunities, preparing necessary documentation, and understanding the timelines and processes involved.

Lynne Mann

Procurement Technical Assistance

Lynne Mann is the Program Director for the Crater APEX Accelerator. With over 30 years in Business Administration, Lynne leverages her extensive experience to guide businesses interested in government contracting. She uses her passion for small business to assist a diverse range of businesses in expanding and advancing their operations.

Top Resources for Getting Starting with Government Contracting

Top resources for existing business owners who want to get started with government contracting include:

Small, Women, and Minority -owned (SWaM) certification through the Virginia Department of Small Business & Supplier Diversity (SBSD)
Disadvantaged Business Enterprise (DBE) certification through the Virginia Department of Small Business & Supplier Diversity (SBSD)
Virginia Values Veterans (v3) transition support for servicemembers seeking employment, education, and entrepreneurship.
One-on-One Business Consulting & Technical Assistance from the Longwood Small Business Development Center (LSBDC)
One-on-One Business Counseling & Technical Assistance from the Crater APEX Accelerator

Greater Crater APEX Accelerator

Government Contracting Assistance

The Crater APEX Accelerator is part of a nationwide network of procurement professionals who help businesses compete for and perform contracts with the Department of Defense, other federal agencies, state and local governments, and with prime contractors.

eVA Online Procurement Portal

Statewide Procurement Portal

eVa is an official website of the Commonwealth of Virginia where government agencies may post requests for goods and services. Businesses may register with eVA to place bids on government contracts. Learn more at https://eva.virginia.gov/

Virginia Department of Small Business & Supplier Diversity (SBSD)

State Program

The mission of SBSD is to enhance growth opportunities for small business through increased revenue and job creation.

SWaM

State Program for Small, Women, and Minority Owned Businesses

The Small, Women-owned, and Minority-owned Business (SWaM) certification program is a state program of the Commonwealth of Virginia, whose purpose is to enhance procurement opportunities for SWaM businesses participating in state-funded projects. The SWaM program is managed by the Virginia Department of Small Business & Supplier Diversity. Learn more at https://sbsd.virginia.gov/certification-division/swam/

Virginia Values Veterans (V3)

State Program for Veterans

The Virginia Values Veterans (V3) Transition Program provides transitioning service members and their spouses with the best Virginia has to offer. By providing peer-to-peer support through the transition process, V3 Transition works alongside the transitioning service member or spouse to make referrals that address specific needs. The referral services could include, but are not limited to: resume review, introduction to the Virginia Labor Market index, connection with the Virginia Values Veterans (V3) certified companies for employment, and other VDVS programs as applicable. The V3 Transition core areas of focus are those seeking employment, education, and entrepreneurship.

Disadvantaged Business Enterprise (DBE)

Federal Program

The Disadvantaged Business Enterprise (DBE) certification program is a Federal program. The purpose is to increase the participation of certified DBEs in projects funded by the US Department of Transportation and other federal sectors. Projects typically include heavy construction, such as building and designing roads, bridges, railroads, ports, and airports. Learn more at https://sbsd.virginia.gov/certification-division/dbe/

Longwood Small Business Development Center (SBDC)

Statewide Network with Local Business Consultants

Visit Website >

Action Items for Existing Businesses Get Started with Government Contracting

Apply for a Certification: Lynne encouraged attendees to pursue certification with the help of a Technical Assistance provider, such as herself.

Review Certification Documentation: As a follow-up, Lynne advised attendees to review the certification documentation list at home to ensure they have all required documents in order.

Schedule One-on-One Sessions: Lynne reminded attendees to schedule one-on-one meetings with her to work on their certification applications.

Register on eVA: Lynne encouraged participants to register on the eVA website and sign up for procurement reports in order to stay informed about new opportunities.

Building a Strong Business Foundation

During the workshop, Lynne focused on building a strong brand and solid business foundation. She encouraged attendees to approach their ventures like small business owners, emphasizing growth, access to capital, and innovation. The session wrapped up with a networking opportunity where participants shared their elevator pitches and business information, creating a sense of community and mutual support.

The Government Contracting 101 Workshop gave small business owners valuable knowledge and tools to navigate government contracting, better preparing them to seize opportunities and grow their businesses.

For more information on upcoming workshops at the SOVA Innovation Hub offered by RISE Collaborative visit sovarise.com/meetups and coworking.sovainnovationhub.com/events

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Navigating Government Contracting: Getting Started with Government Contracting in Virginia