“Fast-forward” your business

To understand why this program is so important, you only have to hear Sutton talk about what government contracting has meant for her business. As she puts it, “Federal contracting has helped me stabilize my business. Instead of taking on only the shorter private-sector contracts we were used to, fulfilling federal contracts of one, two and eventually five years allowed us to hire additional staff and assured timely payment over the long term. And that’s allowed us to do more sooner.”

Federal contracting has essentially provided Sutton with the ability to “fast-forward” her business. But, she emphasizes, “It’s not free money or a silver bullet. It’s very hard work, requires lots of focus, and there’s a tremendous learning curve.”

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While the new WOSB Federal Contract Program may help make it easier to do business with the government, there is still a lot to learn to get up to speed. Sutton’s best advice for those interested in government contracting—and advice I’ve heard repeatedly from other experience business owners—is to start talking to experienced contractors. There’s simply no replacing the advice of those who know the often-complicated rules and fine points of government contracting.

Sutton shared an experience that is especially pertinent to the WOSB program, since the program’s benefits are dependent on North American Industry Classification System (NAICS) codes that define the industry a business belongs to. “When I started in federal contracting,” Sutton explained, “I listed my business under the one or two NAICS codes that most of my business fell under, but as I began talking to other firms and with contracting offices, I learned that some federal agencies considered what I called general management to be HR management—even though it was the exact same service.” Knowing this allowed Sutton to put herself in the running for contracts from agencies that might never have known her company existed. So profit from her experience and make sure your NAICS codes—and your entire CCR profile—are accurate and up to date.