Understanding Government Contracting with Christina Mortel
If you missed our October Midday Masterclass on Understanding Government Contracting, don’t worry—we’ve got you covered! The session, led by Christina Mortel, was packed with valuable insights on navigating the world of government contracts, from setting up your business to engaging with federal buyers. Christina, a seasoned expert in government procurement, walked attendees through the step-by-step process of breaking into this lucrative market.
Key Takeaways from the Masterclass
1. Setting Up Your Sam.gov Account
The first step in government contracting is creating an account on Sam.gov. Christina explained that Sam.gov is where businesses register to signal their interest in contracting with the government. Through this platform, you’ll receive your Unique Entity Identifier (UEI) and Commercial and Government Entity (CAGE) Code. These credentials replace the need for using your EIN or DUNS number, ensuring your sensitive information is protected.
Setting up your Sam.gov account is a detailed process that may take a couple of hours, but it’s essential to be thorough. Christina recommended dedicating a quiet morning to completing this task, as it’s a critical foundation for all future government contracting endeavors.
2. Building a Capability Statement
Your capability statement is your business’s one-page marketing document, and it’s a key component of government contracting. Christina described it as your introduction to potential buyers—highlighting your company’s core competencies, differentiators, and a brief statement about your business. A good capability statement is clear, concise, and professional, with a focus on what sets your business apart from competitors.
3. Using the Dynamic Small Business Search (DSBS)
Once you’ve completed your registration on Sam.gov, the next step is to create a profile on the Dynamic Small Business Search (DSBS) database. Christina explained that this is where government agencies go to find small businesses that meet their needs. By adding keywords and linking your capability statement, you increase your visibility to buyers actively searching for suppliers in your industry.
4. Researching Contract Opportunities
Christina emphasized the importance of conducting thorough research on contract opportunities. One of the most user-friendly tools she mentioned is USAspending.gov. This platform allows businesses to explore federal spending and identify which agencies are purchasing services similar to yours. Christina recommended using this tool to get a sense of where potential contracts might be, as it provides a visually appealing and comprehensive view of federal procurement data.
5. Understanding Federal Buyers
One of the challenges many small businesses face is getting in front of federal buyers. Christina broke down the typical process buyers go through when they have a need. They often start by reviewing their incumbent suppliers, past responses to RFPs, and existing solutions before turning to new vendors. This is why having a strong presence in systems like DSBS and actively networking with decision-makers is crucial.
Resources
- System for Awards Management – www.sam.gov
- NAICS – https://www.census.gov/naics/?input=&year=2022
- NIGP Codes – https://comptroller.texas.gov/purchasing/nigp/faq.php
- APEX Accelerator – https://www.apexaccelerators.us/#/about-us
- SBA Certifications – https://wosb.certify.sba.gov/
- FPDS – https://www.fpds.gov/fpdsng_cms/index.php/en/
- DSBS – https://connect.sba.gov/
- GovConInaBox – https://www.govconinabox.com/
- GovConChamber – https://www.govconchamber.com/
Downloads
Watch the Full Presentation
Want to dive deeper into the details of government contracting? We’ve embedded the full video of Christina Mortel’s Understanding Government Contracting masterclass below. Whether you’re new to the process or looking to refine your strategy, this session offers practical, actionable advice on how to set your business up for success in the government contracting space.