Networking alone is not enough for a small business to secure a government contract, according to officials from the Defense Information Systems Agency. In a LinkedIn post published Friday, DISA provided guidance on what small businesses can do to secure their first government contract.
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Submit a Proposal
Carlen Capenos, small business director at DISA, recounted conversations she has had with small business owners. She said vendors attend events, collect business cards and even respond to agency notices but never submit a proposal.
“I ask them about feedback on recent proposals, and the response is often, ‘Oh, we haven’t gotten there yet,’” she shared.
The official emphasized that small businesses would not win a contract if they do not propose and even unsuccessful submissions offer valuable insights can can eventually land them a contract.
Ask Questions
Christopher A. Gray, chief of the Contracting Office at DISA’s Defense Information Technology Contracting Organization – National Capital Region, advised small businesses to deeply understand the contracting process and requirements.
“There’s not a single acquisition service requirement that comes out from DISA that doesn’t afford the opportunity to ask questions,” he pointed out.
He also cautioned against overreaching, emphasizing the need to deliver on promised results.
Gray explained that “a lot of small businesses try to extend themselves too far.” He warned, “it’s your reputation at stake.”
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