Course Content
Understanding How the Government Buys
The U.S. Government is the LARGEST buyer of services and products in the world. They buy: • IT services • Facilities & maintenance • Construction • Medical staffing • Logistics • Administrative support • Training • Security • Janitorial services • Vehicles & equipment Learn: • Why agencies MUST buy from small businesses • How contracting officers reduce risk • Why compliance matters more than talent
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What Does Your Agency Need?
Federal Procurement Cycle
You will learn the full cycle: 1. Market research 2. Forecasting 3. Pre-solicitation 4. Solicitation (RFP, RFQ, IFB) 5. Q&A 6. Proposal submission 7. Evaluation 8. Award 9. Performance 10. Closeout This section details each step and the role you play.
Set-Asides & Small Business Advantage
Set-asides allow small businesses to compete fairly. Types: • 8(a) • SDVOSB • WOSB • HUBZone • SDB • Total small business Learn: • How to qualify • Which agencies prefer which set-asides • How set-asides impact competition
Key Government Roles You Must Know
Understand the decision-makers: • Contracting Officer (CO) • Contract Specialist • Program Manager (PM) • Small Business Specialist • End-user • COR (Contracting Officer Representative) We break down how to build relationships with each role.
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Agency Contact Map
Types of Government Contracts
The government uses different contract types depending on risk: • Firm-Fixed Price (FFP) • Cost-Reimbursement • Time & Materials (T&M) • IDIQ (Indefinite Delivery/Indefinite Quantity) • BPA (Blanket Purchase Agreement) • GSA Schedule • GWACs Each type is explained with examples so you understand how to price and position yourself.
Understanding NAICS, PSC Codes & Forecasts
Learn: • How NAICS codes influence awards • How PSC codes classify purchases • How to check agency forecasts • How to align your business with agency needs
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NAICS/PSC Alignment
How to Read a Government Solicitation
Most small businesses fail because they DO NOT READ the RFP correctly. You will learn: • How to read Sections L & M • How to identify mandatory requirements • How to interpret technical volumes • How to avoid instant disqualifiers • How to identify evaluation criteria
Compliance vs Capability
In government contracting: Compliance > Capability. This section teaches: • Why formatting matters • Why missing 1 document can disqualify you • Why low-risk vendors win more often than talented ones • How to structure your files so nothing is ever missed
Government Market Research Tools
You will learn how to use: • SAM.gov • USASpending.gov • FPDS • GSA eLibrary • Agency forecasts • Vendor portals
Module 3 Final Assignment
To move forward, students must: □ Identify 5 agencies that buy their services □ Download 3 past RFPs □ Complete NAICS/PSC alignment worksheet □ Create an agency contact list □ Identify top 3 set-asides for their business □ Understand the procurement cycle
Module 3 — Government Contracting 101

List 3 agencies that buy what you sell:

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List what they purchased last year (research on SAM.gov or USASpending):

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