13 Steps to Doing Business with the Army

1. Determine your product or service
   It is very important that you first know the product or service you are selling to the Army. There are different marketing strategies and different customers within the department for each product or service. It is helpful to know your Federal Supply Classification Code (FSC) (everyspec.com/FSC-CODE/).

2. Acquire a CAGE code or DUNS number
   If you have not already done so, contact the Defense Logistics Information Service to request a CAGE (Commercial and Government Entity) Code (www.dlis.dla.mil/cage_welcome.asp). You also will need a Data Universal Number System (DUNS) number, which is available from Dun and Bradstreet by calling 1-800-333-0505 or 610-882-7000.

3. Know which division of the Army would buy your product or service
   Most of the Army’s buying activities make purchases in support of their individual base requirements and are considered local buys. You should contact the Small Business Specialist (www.sellingtoarmy.com/army-small-business-specialists) at the Army installation located in your geographic area to discuss opportunities for your firm.

   Be prepared to provide a brief written summary of your products/services. Billions of dollars are expended annually in support of the Army’s mission. The major Army commands have contractual responsibilities depending upon their mission requirements (www.sellingtoarmy.com/content/what-army-buys).

4. Determine if you can accept the government purchase card
   Personnel at each installation are authorized to use government purchase cards (also known as IMPAC cards) to buy supplies and services (valued at $2,500 or less). If you can accept a purchase card, please let your Army customers know. If you cannot, you may want to investigate this option. Some activities may provide you with a listing of the purchase card holders to whom you can directly market your products or services.

5. Research your customer
   As with any customer, it is best to do some research about the activity before calling them. Many Army activities maintain their own websites. This information may be helpful in identifying the primary mission of that command.
   • U.S. Army Materiel Command (AMC) – www.army.mil/amc
   • Space & Missile Defense Command/Army Forces Strategic Command (SMDC/ARSTRAT) – www.army.mil/smdc
   • U.S. Army Corps of Engineers (ACE) – www.army.mil/usace
   • U.S. Army Intelligence & Security Command (INSCOM) – www.army.mil/inscom
   • U.S. Army Medical Command (MEDCOM) – www.army.mil/armymedicine
   • U.S. Army Medical Research & Materiel Command (MRMC) – mrmc.amedd.army.mil
   • National Guard – www.nationalguard.mil
   • U.S. Army Program Executive Office for Simulation, Training and Instrumentation – www.peostri.army.mil

6. Register in the System for Award Management
   In order to do business with the Army, you must be listed in the System for Award Management database (previously the Central Contractor Registration). This registration must be completed prior to award of any contract or agreement. This registration can be accomplished online at www.sam.gov/portal/SAM/##11

   Any time there is a change in status, it is necessary for the company to update its SAM information. For example: if a company attains 8(a) status.

7. Seek additional assistance in the defense marketplace
   Doing business with an organization as large as DOD can be daunting. The Procurement Technical Assistance Centers (PTACS) (www.dla.mil/smallbusiness/pages/ptap.aspx) can be another important resource. These centers are located in most states and partially funded by DOD to provide small business concerns with information on how to do business with DOD. They provide in-depth counseling on marketing, financial, and contracting issues to small business concerns at minimal or no cost.

8. Investigate other Small Business Administration (SBA) resources
   In addition, the SBA offers assistance through their Small Business Development Centers (www.sba.gov/tools/local-assistance/sbdc), Service Corps of Retired Executives (SCORE), and regional SBA offices, which can provide information on loan programs, government procurements, and the Section 8(a) program.

   If applicable, also check out the SBA’s Office of Women’s Business Ownership (www.sba.gov/offices/headquarters/wbo), as well as the Online Women’s Business Center (archive.sba.gov/aboutsba/sbaprograms/onlinewbc/index.html). These are special resources developed specifically to meet the needs of businesses owned by women.

9. Pursue subcontracting opportunities
   Regardless of your product or service, it is important that you not neglect a very large secondary market, Subcontracting Opportunities with DOD Prime Contractors (www.acq.osd.mil/osbp/sb/dod.shtml), which lists all major DOD prime contractors by state and provides a point of contact (Small Business Liaison Officer) within each firm.

   These firms negotiate goals with the contracting activities for subcontracting to small business concerns. This is a multibillion dollar market worth investigating for potential opportunities with the large DOD prime contractors, most of which have websites.

   Many of DOD’s requirements may be beyond the scope of a single small business. Prime contractors are encouraged to subcontract and team with small business concerns. The Small Business Administration’s Sub-Net is another resource to reach for subcontracting opportunities (web.sba.gov/subnet/).

10. Investigate federal supply schedules
    As the acquisition workforce within the Army is downsized, more and more products/services are being purchased from General Services Administration (GSA) schedules; check it online (www.gsa.gov) or call 703-305-6477.

11. Become familiar with contracting regulations and procedures
    It is important to become familiar with federal contracting procedures and regulations. The following regulations govern contracting procedures within the Army and are available online:
    • Federal Acquisition Regulation (FAR) – www.acquisition.gov/far/index.html
    • The Defense Federal Acquisition Regulation Supplement (DFARS) – www.acq.osd.mil/dpap/dars/dfarspgi/current/index.html
    • The Army Federal Acquisition Regulation Supplement (AFARS) (farsite.hill.af.mil/VFAFARA.HTM).

12. Monitor federal business opportunities
    Federal business opportunities are posted on www.fbo.gov. This is a single point of entry for the federal government and should be monitored daily.

13. Market your firm
    After you have identified your customers, researched their requirements, and familiarized yourself with procurement regulations and strategies, it is time to market your product or service directly. Present your capabilities clearly and cogently to the Army activities and prime contractors to whom you are marketing.

    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.

    Source: Department of the Army Office of Small Business Programs (www.sellingtothearmy.info/content/13-steps-doing-business-army).

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