Hitting Bullseye with Government Contracts

bullseye_gov_contractsIf you’re interested in trying to develop a way to generate additional income for your law firm through government contracts, would you know where to begin?  Understanding how to access government contracts can be a little overwhelming. However, Kevin Jans of Skyway Acquisition Solutions breaks down this complicated concept for solo and small law firms.

There is a lot of free help on this topic from the Small Business Administration and there are what’s called Procurement Technical Assistance Centers, but these resources are available to help people get started with securing government contracts. Kevin realized that there was huge gap to fill between getting started and actually landing a contract.   His business is about not just targeting but landing government contracts.  He helps clients stop throwing darts that miss but instead land bullseye.  Here are a few of the strategies Kevin provided.

The Starting Point

The government is the biggest buyer in the world and will continue to be for the foreseeable future. There are contracts that are available specifically for your niche.  You must connect with a contracting officer to secure a contract over $3500.  A contracting officer is the one who interfaces with industry for the government.  They are constitutionally authorized to sign government contracts and spend our tax dollars.

Understanding Your Target Market

Small businesses are able to bid on contracts by understanding the evaluation criteria.  It’s easy to be pulled into some of these opportunities but knowing what really fits your market is an important piece to being successful at this. You don’t want to waste time bidding on something that doesn’t fit your business.  Do your research. Government contracting is fraught with ‘shiny objects,’ so it is important to niche down to something specific within your “weight class”.

Understanding the Relationship Process  – 80/20 rule

When being hired on the commercial side, it usually comes down to 80{cf5d02f31badde63b68d55c0bed56ab5356094abc2057734bc0088249d8536d3} relationships and 20{cf5d02f31badde63b68d55c0bed56ab5356094abc2057734bc0088249d8536d3} is the process. However, for the government side, 20{cf5d02f31badde63b68d55c0bed56ab5356094abc2057734bc0088249d8536d3} is relationships and 80{cf5d02f31badde63b68d55c0bed56ab5356094abc2057734bc0088249d8536d3} understanding the process. What you don’t know can definitely hurt you here.

Good Solutions

  • Spend time thinking about how well what you do matches what the government buys.
  • Decide if you want to be a prime contractor, subcontractor, or through a GSA schedule.
  • Small Business Innovation Research is good for research and development companies.
  • Understand what your entry point is, focus on that, and choose three target agencies.
  • Figure out the right industry days and conferences to attend as well as who are the right program managers to spend time contacting.

If you want to know what know more about Kevin Jans and Skyway Aquistion Solutions, please visit the website here.


This is a transcript of a recorded live presentation. It is in spoken-word format. While we have cleaned up the transcript a bit for easier reading, it’s not in edited written-word format.

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