• Does the federal government use your firm’s products or services?

• If so, where specifically is your product or service needed?

• Will your product or service provide a unique resource that the government would use if it became aware of it?

• How will you locate specific opportunities for procurement?

• How will you compete with other businesses also bidding for government contracts?

The good news is that there is a wide range of resources available to help you market your company to the federal government. Start with your Business Opportunity Specialist (BOS), the point person assigned to each 8(a) company who helps them access the different types of assistance that are available. Other resources include:

• The Commerce Business Daily and CBDNet — This publication lists proposed procurement actions. You can obtain a copy from the Government Printing Office or a local Small Business Development Center (SBDC), or access it online at www.cbdnet.gpo.gov.

• Annual procurement forecasts — Federal agencies are required by law to publish an annual list of their anticipated procurements and requirements for the upcoming fiscal year. Look for these on the agency’s home page or through the SBA’s main page at www.sba.gov.

•  The agency’s Office of Small Disadvantaged Business Utilization (OSDBU) — Each federal agency has an OSDBU, which can tell you what types of products and services it usually purchases and provide a directory of agency buying locations. Many offer how-to publications that will walk you through their procurement programs and processes.

Some other tips:

• Agency purchasing offices maintain source lists for the products and services they buy, and you can be added to agencies’ Solicitation Mailing List Applications by completing a Standard Form 129 with the agency.

• Whenever possible, arrange marketing visits to key agency project and program personnel, and leave catalogs and brochures behind with them.

• Attend the small business fairs and pre-solicitation conferences held by many agencies. At some business fairs, agencies make on-the-spot purchases from small business attendees.

• Finally, make sure you’re prepared to handle the business should you get the call. Different agencies have different buying, ordering and payment techniques. Don’t wait until you receive a solicitation to learn about these and find out what you need to do to be prepared to work with the agency efficiently.