At Hera Associates, our journey into the world of state and federal contracting has been both challenging and rewarding. After years of building our foundation as a global consulting firm specializing in net positivity - social impact, leadership development, and operational design, we ventured into government contracting. While the potential rewards are vast, securing contracts that align with your expertise is no easy feat. In this blog post, we share what we've learned in our first years navigating this space and offer insights for businesses and nonprofits looking to engage in state and federal contracting.
Understanding the Process: Registration and Certifications Are Key
The first step to entering government contracting is ensuring that your business or nonprofit is properly registered and certified. For federal contracts, this means registering with SAM.gov (System for Award Management) and maintaining an up-to-date profile. Early on, we realized how critical it is to avoid registration errors and to pursue certifications, such as WOSB (Women-Owned Small Business), to gain competitive advantages.
Key Takeaway:
Keep your SAM.gov registration current and error-free.
Pursue relevant certifications to open doors to set-aside contracts and give your business a competitive edge.
Know Your NAICS Codes
NAICS codes (North American Industry Classification System) are the foundation for identifying contract opportunities. Carefully selecting codes that accurately reflect your services allows you to find the right bids. For Hera Associates, our primary code 541611 (Administrative & General Management Consulting)Â has been critical in targeting the right opportunities, but we also identified secondary codes that allow us to expand our reach into niche areas.
Key Takeaway:
Choose the NAICS codes that best align with your services.
Regularly check contract postings through platforms to find opportunities tied to your expertise (we started with BidMatch)
Be Prepared for a Learning Curve: Contracts Require Expertise
Government contracts are not like typical commercial agreements. They often come with complex compliance requirements and extensive timelines. One of our early lessons was that understanding these processes is vital. Hiring a government contract advisor or partnering with experienced professionals helped us navigate this terrain more efficiently (we started with an advisor through VA Apex Accelerator).
Key Takeaway:
Invest in understanding compliance, budgeting, and reporting requirements.
Partner with experts or advisors to ensure smooth contract execution.
Relationships Matter: Network with Prime Contractors
Relationships are crucial in the government contracting world. Subcontracting and teaming with prime contractors helped us gain experience and credibility early on. Attending industry events, networking with procurement officers, and exploring teaming options for larger contracts are all strategies that have paid off for us.
Key Takeaway:
Build relationships with prime contractors and explore subcontracting opportunities.
Network at procurement events and industry conferences to make key connections.
Patience and Persistence Pay Off
Many people believe there’s a lot of money to be made in government contracting—and while that may be true, it’s important to understand that this is not a quick money chase. Securing contracts is a long, deliberate process that requires building relationships, refining strategies, and crafting winning proposals (and then managing and delivering on them). Early in our journey, we faced setbacks, but with persistence, we fine-tuned our approach and saw increasing success. It takes time to win consistent contracts that align with your expertise.
Key Takeaway:
Success in government contracting is a long-term effort, not a quick financial gain.
Stay persistent and learn from every bid, even if you don’t win right away.
Focus on Value and Differentiation: Hera's Commitment to Net Positivity
Government agencies aren’t just looking for competent vendors; they want to partner with organizations that bring added value. At Hera Associates, our commitment to net positivity means that every contract we work on leaves a lasting positive impact—whether through operational efficiencies, social outcomes, or sustainability initiatives. By showcasing this commitment in our proposals, we stand out from the competition. This philosophy isn’t just about delivering services; it’s about ensuring that the work we do contributes positively to the communities, organizations, and environments we touch.
Key Takeaway:
Clearly articulate your value proposition in every proposal (for us, it’s highlighting our commitment to leaving a net positive impact).
Focus on what makes your organization unique, and ensure your services align with the goals of the contract.
Stay Agile and Adapt
The state and federal contracting landscape is constantly changing. Policies, regulations, and opportunities can shift rapidly. Staying agile and informed is key to remaining competitive. While this can be frustrating – and boy did it test our patience at times! - by monitoring procurement trends and adjusting our strategies accordingly, we’ve been able to stay ahead of the curve and continue to win contracts that align with our mission.
Key Takeaway:
Stay informed about procurement trends and be flexible in your approach.
Always keep an eye out for Requests for Information (RFIs)Â to prepare for upcoming opportunities.
Navigating state and federal contracts requires strategy, persistence, and a long-term mindset. At Hera Associates, we’ve learned that the path to success is about building relationships, crafting strategic proposals, and remaining committed to creating lasting positive impacts. By following these guidelines, your business or nonprofit can unlock the potential of government contracting, grow your reach, and create real-world change.
Ready to take the next step? Contact Hera Associates to learn how we can support your journey into state and federal contracts and help your organization create lasting social impact.
Visit us at:Â www.hera-associates.com
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