Steps to selling services to the government

Written By Steps To Faculty Published September 30th, 2010

When starting your own business you probably considered how you can get a steady stream of income for your business. In fact, according to the Small Business Administration ( nearly every other inquiry they receive is how to get started in selling their services to the government. Given the recent changes in lifestyle after the Great Recession, it is no wonder many have considered selling to the government, which spends $580 billion annually to small business. Here how you can get started too.

Step 1 Research

Before you embark on selling to the government you need to a bit of research first to determine which government agency you would like to sell your services and goods to. Visit for a list of all government agencies that you can sell your services to. Remember that a civilian contract such as that of selling to the US Dept. of Education, is very different than getting a defense contract. Learn the mission of the agency that you would like to service and what your business can do to reduce costs and help them be more efficient. Businesses that do this are more likely to get the work.

Step 2 Visit

The first step is to visit (or known as the Central Contractor Registration) and enter your company information into the database. Once your information in included in the database, all government agencies have access to your firm to know what services and goods you offer to sell to them. This step is required in order for you to get payment.

Step 3 Get pre-authorized

Pre-authorization is known as a contract vehicle that you as a supplier or service needs to be able to contract your work to the government. At this stage, the government confirms that your business is legitimate and gives you the stamp of approval. Now the government agency heads can purchase your goods or services. While the number of contract vehicles differ, the best one for any business is the GSA (General Services Administration) Schedules because it has the lowest entry fees for suppliers and is the most comprehensive.

Step 4 Check your performance records

At this stage in the process, the government checks the background of your business to see how you fare against other firms in performance. government agencies want businesses that can be relied upon and show evidence that you can deliver what you claim and that you have a record of such. Prepare yourself for this by getting a list of seven references from happy customers who have used your services before. Have proof that you can deliver what you say and that you have a contingency plan in the event of a crisis.

Step 5 Have a long-term strategy

Be sure that you have a solid business plan in place as advised by You should also plan on selling to the government for the long-term if you do get the chance to sell your services.

Remember, although the process of being selected as a government supplier and seller is difficult, the government is one of the most reliable and secure customers your business will ever get. Please visit for more great business advice.

Roger Due

Investing in Your Destiny® & Coaching Program - Wealth Building Summit Dallas, Texas

My name is Roger Due and I am from Albuquerque, New Mexico and I am the owner of the Monsano software company. This has been an absolutely fantastic conference. This is the best I have ever been to.