Selling to State and Local Governments

PTACs across the country were surveyed as to their top tips for selling to state and local governments. Here is what their procurement experts recommend:

Do your research. Determine to which agency or agencies you want to sell, visit their website and find out how they do their purchasing. Do they have a purchasing department, or can each department do its own purchasing? Are there certifications or preference designations you should pursue (ie: in-state, small, small disadvantaged, woman-owned, veteran-owned, etc.)? Do they use DUNS numbers, NAICS or NIGP codes? There is a huge variance in purchasing practices among states, and even among counties or cities within the same state. Learn how your target market operates.

Create a one page Capability Statement which lists your capabilities, tailored to match the mission of the agency you are targeting. It should also include information such as your DUNS number, CAGE code, NAICS codes (4-5 maximum) and any certifications your business holds if your target agency uses such data, as well as the size of your business and a few pictures of what you do. Keep the language simple and straightforward and be specific about what you do. NEVER show too many capabilities. Make a separate capability statement for each of your specialties. If you provide both plumbing and carpentry services, then have one capability statement for each of those. Keep it simple and to the point.

Identify the path to the buyer inside each agency you are targeting and send that buyer your Capability Statement with a request to forward it to the appropriate end user, copying you on that email if possible. If agency buyers send you a solicitation, always thank them, even if you decide not to bid on it. Doing so will increase the likelihood that you will continue to receive solicitations from them in the future.

Contact your local Procurement Technical Assistance Center (PTAC) for help with all of the activities noted above. PTAC counselors are familiar with state and local government purchasing practices in your area. They can help you determine which agencies to target and how best to market your company. Many PTACs also hold “match-making” events to connect local businesses with city, county and state government buyers. Best of all, their help is available at low or no cost. To learn more about PTACs and find the one nearest to you PTAC, visit www.aptac-us.org.


More about Procurement Technical Assistance Centers (PTACs)

Ninety-eight PTACs – with over 300 local offices – form a nationwide network of procurement professionals dedicated procurement professionals working to help local businesses compete successfully in the government marketplace. Funded under the Defense Logistics Agency’s Procurement Technical Assistance Program through cooperative agreements with state and local governments and non-profit organizations, PTACs are the bridge between buyer and supplier, bringing to bear their knowledge of both government contracting and the capabilities of contractors to maximize fast, reliable service to our government with better quality and at lower costs.


Sources Sought Notices – An Opportunity

What is a “Sources Sought”?  Here’s the Answer:

This is a question frequently-asked question by PTAC clients. The label “Sources Sought” may be seen on many contract opportunities posted on FedBizOpps (FBO), the place federal agencies advertise their upcoming contracts. (You can search for Sources Sought using the “Advanced Search” link on the FBO home page.)

A Sources Sought is not an actual bid or proposal solicitation; instead, it’s a solicitation of interest. Think of a Sources Sought as market research being conducted by a government agency to determine what the capabilities and interests of the marketplace are.

My advice to our clients is to always respond to a Sources Sought if it appears to be of interest to you. Contracting officials frequently complain about how few responses they often receive to Sources Sought announcements. Responding, therefore, can distinguish yourself in a positive way from your competitors, and may lead to an inside track on an eventual contract. It’s also wise to be realistic: A Sources Sought notice may – or may not — be followed-up by the agency with the issuance of an actual bid or proposal solicitation.

There are always very specific instructions in each Sources Sought for responding. Follow these instructions to the letter, and give them no more and no less than requested – in other words, give the federal agency which posted the Sources Sought notice exactly what it asks for.

We know that responding to a Sources Sought represents an investment of time, but by responding to a Sources Sought you actually may influence how a federal agency “packages” any eventual Solicitation. After formally responding to a Sources Sought, you are at liberty to contact the point-of-contact identified in the Sources Sought and offer any suggestions and/or insights you may have about performing the particular work. This relationship-building actually could created an “insider’s advantage” for you on the procurement, possibly even leading to a set-aside (limiting competition to only a few firms in your small business category) or a sole-source award (if your capabilities and expertise are unmatched by others).

The agency involved should notify those who respond to the Sources Sought of the eventual outcome, but don’t rely on that 100%. If you are using a bid match service through your PTAC, this electronic service should pick it up again when it turns into an actual Solicitation. Also, remember that FedBizOpps offers options to be notified. We recommend you put yourself on a “Watchlist” (which will automatically cause an email to be sent to you regarding any developments on a particular Solicitation) and on the list of “Interested Vendors” (which you and anyone else can view by clicking on the tab marked “Interested Vendors List”). The latter can be helpful in terms of not only seeing who your potential competitors might be but also identifying potential team members.

Finally, if a particular Sources Sought announcement spells-out no specific format for laying-out your capabilities, we recommend that you send in a government-specific Capabilities Statement. Give it your best effort and respond by the deadline: Not one second late. Contact a PTAC Counselor for more tips.

See this short video on the subject by my colleague, Carter Merkle of the Oklahoma PTAC:


More about Procurement Technical Assistance Centers (PTACs)

Ninety-eight PTACs – with over 300 local offices – form a nationwide network of procurement professionals dedicated procurement professionals working to help local businesses compete successfully in the government marketplace. Funded under the Defense Logistics Agency’s Procurement Technical Assistance Program through cooperative agreements with state and local governments and non-profit organizations, PTACs are the bridge between buyer and supplier, bringing to bear their knowledge of both government contracting and the capabilities of contractors to maximize fast, reliable service to our government with better quality and at lower costs.