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Selling to the federal government

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The U.S. government spends billions with private companies each year. If your product or service can be sold to the government, make sure you are getting some of that pie!

One of the best sources to explore federal contracts is at Procurement and Technical Assistance Centers (PTAC) across the state. These centers, managed by the Defense Logistics Agency for the U.S. Department of Defense, provide mostly free assistance to companies who want to do business with the government.

These centers also offer advice on contracting with local and state governments.

PTACs host networking events, hold seminars and offer one-on-one counseling that can help you:

  • Determine your suitability for government contracting.
  • Ensure you have completed necessary registrations, such as Department of Defense’s Central Contractor Registration (CCR), the SBA’s Dynamic Small Business Search and other government vendor databases.
  • Research the procurement history of companies with products and services similar to yours.
  • Identify bid opportunities you are eligible for.
  • Prepare proposals for contracts, including correct pricing for your product or service.

Once you have secured a contract, PTAC counselors are still available to help you. Services include:

  • Developing a cost-accounting system.

  • Marketing

  • Creating a financing plan.

  • Developing environmental, quality-control and accident prevention plans.

  • Preparing you for contract auditing. The center counselors will let you know what to expect and help you get forms in order.

    PTACs in Virginia can also help you navigate state and local governments’ systems for business. The following is a list of Virginia’s PTACs.

    Virginia Procurement Technical Assistance Program (Statewide PTAC)
    Mason Enterprise Center at George Mason University
    http://www.vaptap.org
    4031 University Drive., Suite 200
    Fairfax, VA 22030
    (703) 277-7757

    Northern Virginia PTAC ( Affiliate of statewide PTAC)
    http://www.novaptac.org
    4031 University Drive, Suite 200
    Fairfax, VA 22030
    (703) 277-7757

    Central Virginia PTAC (Affiliate of statewide PTAC)
    http://www.cvptac.org
    2211 Hydraulic Road, Suite 103
    Charlottesville, VA 22901
    (434) 293-2136

    Hampton Roads PTAC (Affiliate of statewide PTAC)
    http://www.hrptac.org
    5300 Palmer Lane, Suite 2A
    Williamsburg, VA 23188

    Crater Procurement Assistance Center (Regional PTAC)
    http://www.craterptac.org
    1964 Wakefield St.
    Petersburg, VA 23805
    Phone: (804) 861-1667

    Hampton Roads Procurement Assistance Center  (Affiliated with Crater Procurement Center)
    http://www.vatpdc.com/hrpac
    4111 Monarch Way, Suite 106
    Norfolk, VA 23508
    (757) 683-5542

    Southwest Virginia Community College PTAC (Regional office)
    http://www.sw.edu/ptac
    P.O. Box SVCC
    Richlands, VA 24641
    (276) 964-7334

    UIDA Business Services (Native American PTAC – Satellite office)
    http://www.uida.org
    2340 Dulles Corner Boulevard
    Herndon, VA 20171
    (703) 561-4415

    U.S. Small Business Adminsitration
    The SBA tries to boost small businesses’ share of government contracts through its Prime Contracts and Subcontracting Assistance Program. The SBA provides counseling for companies seeking to do business with the government. Visit http://www.sba.gov/contracting for more information.


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