Register your business:
Acquire a CAGE code or DUNS number

• Contact the Defense Logistics Services Center to request a CAGE Code.
• Required is the Data Universal Number System (DUNS) number. The DUNS is available through Duns and Bradstreet; call 1-800-333-0505 or 610-882-7000.
• Your business must be registered in the System for Award Management (SAM) to be awarded a Department of Defense (DOD) contract. SAM is a database designed to hold information relevant to procurement and financial transactions. SAM affords the opportunity for fast electronic payment of your invoices.
• “Dynamic Small Business Search” is an additional tool used by contracting officers and contract specialists to locate small business concerns.

Identify your target market:

• Utilize Defense Logistics Agency to find the best match for your business. For instance, if I’m a logistics organization and you want to sell medical supplies to the government, I don’t buy medical supplies, so you need to use the product service code to identify the proper government office to deal with for your product or service.

 Identify current procurement opportunities:

• Identify current procurement opportunities in your product or service area: Federal Business Opportunities, the Army’s single Web face to industry and where we advertise opportunities by type, organization, and what they are trying to buy. Also check out the Small Business Innovation & Research Office.

Familiarize yourself with the Army contracting procedures:

• It is impossible to do business with the federal government if you don’t understand the rules and regulations required for the contracting process. Check out this source: Defense Procurement and Acquisition Policy.
• Be familiar with both the Federal Acquisition Regulation (FAR) and the Defense Federal Acquisition Regulation Supplement (DFARS).

Investigate Federal Supply Schedule (FSS) contracts:

• Many DOD purchases are, in fact, orders on Federal Supply Schedule (FSS) contracts. Contact the General Services Administration (GSA) about how to obtain an FSS contract.

Seek additional assistance as needed:
There are several important resources available to assist industry in the Army marketplace:

• Procurement Technology Assistance Centers (PTACs), located in most states and are partially funded by DOD to provide small business concerns with information on how to do business with the Department of Defense. PTACs provide training and counseling on marketing, financial, and contracting issues at minimal or no cost.
• Small Business Specialists (SBS): The military services and some defense agencies have small business specialists at each of their procurement and contract management offices to assist small businesses, including veteran-owned, service-disabled veteran-owned, HUBZone, small disadvantage, and woman-owned small business concerns in marketing their products and services to the DOD. Among other services, these specialists provide information and guidance on 1) defense procurement procedures and 2) how to identify prime contract and subcontract opportunities.  Learn more about the Army’s mission and before attempting to sell to your customers.
• The Army, Navy, Air Force, and Defense Logistics Agency maintain the names of small business specialists associated with their organizations.
• Other Defense Agencies (ODAs) are included in a list of DOD small business office sites.
• DefenseLink is the official website for the Department of Defense and the starting point for finding U.S. military information online, including links to the military services and ODAs.
• Additional procurement-related resources are located here.

Explore sub-contracting opportunities:

• Regardless of your product or service it is important that you do not neglect our very large secondary market, our guide “Subcontracting Opportunities with DoD Prime Contractors”. This directory provides, by state, the names and addresses of DOD prime contractors, the names and telephone numbers of Small Business Liaison Officers, and the products and services supplied to the DOD. The report is generated from data mined through DOD Prime Contractor’s contracts and subcontracting plans. Please note that the DOD OSBP does not maintain the data on this website. The directory reflects data as of Sept. 30, 2005. We encourage you to investigate potential opportunities with these firms. Many also have websites that may be useful and we encourage you to explore teaming options. In addition, many of the larger organizations may have subcontracting opportunities at the lower tiers (beyond the first and second tiers).
• The SBA’s SUB-Net is another valuable resource for obtaining information on subcontracting opportunities. Solicitations or notices are posted by prime contractors as well as other government, commercial, and educational entities.

Investigate DOD Small-business Programs:

• There are several programs that may be of interest to you such as: Veteran-Owned, Service-Disabled Veteran-Owned, HUBZone, Small Disadvantaged, Woman-Owned, Small Business Innovation Research, Small Business Technology Transfer, Mentor-Protégé, Indian Incentive, Historically Black Colleges, Tribal Colleges, Hispanic Serving Institutions, and other minority institutions: DOD Office of Small Business Programs.

Market your firm well!

• After you have identified your customers, researched their requirements, and familiarized yourself with DOD procurement regulations and strategies, it is time to market your product or service. Present your capabilities directly to the DOD activities that buy your products or services. Realize that, like you, their time is valuable and if the match is a good one, you can provide them with a cost-effective, quality solution to their requirements. Additional helpful resources: “Government Contracting: The Basics” and “Marketing to the Department of Defense: The Basics”.

This article first appeared in the U.S. Army Materiel Command Partnership Resource Guide, 2015-2016 Edition.