Doing Business with the Federal Government

by Brad Scott

Kansas City business owners have an advantage over many other regional cities for one very basic reason—Kansas City is a hub for the federal government. In fact, the U.S. Government represents the area’s largest employer with more than 25,000 workers in 84 locations. Whether in real estate, supplies or services, the federal government means big opportunities for local businesses.

The U.S. General Services Administration is a primary acquisition and real estate service for the federal government in Kansas City. Through our regional office at the Bannister Federal Complex, we establish local contracts for office space, equipment, supplies, telecommunications, information technology, professional services and more. Each year, the Kansas City GSA office pays more than $1 billion to private sector contract holders, with more than $350 million going to small and minority-owned businesses.

Under the unique GSA Schedules Program, the federal government establishes long-term (up to 20 years), government-wide contracts with commercial firms to provide access to more than 10 million commercial supplies and services that can be ordered directly from private contractors. The GSA Schedules Program also gives federal agencies the opportunity to order from already negotiated contracts through the “GSA Advantage!” online shopping catalog (www.gsaadvantage.gov).

In the commercial real estate market, GSA controls more than 9 million square feet of federally-owned and leased space in the Kansas City area. Our Public Buildings Service represents the majority of federal agencies trying to satisfy their space needs. In addition, several renovation and construction projects have provided hundreds of millions of dollars to local companies and small businesses for construction services.

For those who perform their market research, position themselves economically and are willing to do what it takes to market to federal customers, government contracting can help secure your business for years to come.

Lay Your Foundation

To be successful with government contracting, you must first ask yourself four questions:
- Does GSA or other federal agencies buy my products or services?
- Where are the bidding opportunities?
- What marketing techniques should I use?
- Who can help me with my research?

It is important as a business owner to specialize in those products and services that reflect your expertise. The federal government is seeking the best value for their contracted dollars, not just the lowest bid. Your business must be well-established—with funding and delivery solutions in place—before you approach GSA. Generally, the government is a hard place for start-up businesses.

Since the federal government is moving toward paperless procurement, GSA bidding opportunities are found online. Once registered, the “FedBizOpps” Vendor Notification Service (www.fedbizopps.gov) notifies you by e-mail about solicitations posted for the classification codes you select. You’re then required to register on the federal government’s Central Contractor Registration (www.ccr.gov) before federal contracts over $2,500 can be awarded.

Is your company eligible for Small Disadvantaged, 8(a), and/or HUBZone Small Business certification by the Small Business Administration? Are you a veteran, service-disabled veteran, or woman business owner? If so, you may qualify for special contracting opportunities not open to all businesses. The federal government’s Procurement Preference Program provides an excellent marketing opportunity for many local companies.

We especially want to do business with veteran-owned and service-disabled veteran-owned small businesses. Locally, the GSA Office of Small Business Utilization provides regional business specialists that can tell you if GSA buys your products or services. They can also provide information on obtaining required documentation and certifications.

Help is Available

Several publications are available to assist with your federal business research. A “Forecast of Contracting Opportunities” with information on anticipated procurements is available at www.gsa.gov/smallbusiness. Also, a Subcontracting Directory is available with a list of GSA’s prime contractors looking for small businesses that can help them meet their subcontracting goals.

You’ll find many other informative publications by visiting www.gsa.gov/smallbusiness. We are committed to helping federal agencies accomplish their day-to-day operations and to helping small businesses succeed in getting their “piece of the pie” as a prime contractor or subcontractor.

Brad Scott is the regional administrator of the General Services Administration, Heartland Region. He can be reached by phone at 816.926.7201 or by email at bradley.scott@gsa.gov.