Small, diverse companies learn how to do business with federal agencies

More firms, including small companies, are interested in selling products and services to Uncle Sam, says John Shoraka, the managing director of GovContractPros, a Chevy Chase, Md.-based business consulting firm that helps companies maximize their chances of success in the federal marketplace.

“GovContractPros was founded in 2018 by me and a team of professionals experienced in federal small business programs. Since our launch, we have seen tremendous growth in the quantity and diversity of our clientele, which is encouraging, as the nation’s federal marketplace has seen a decrease in new entrants over the past ten years,” Shoraka tells Co-op Solutions.

He says his company aims to increase interest in the federal market and boost the number of firms that sell to federal agencies and departments. “In order to foster the maximum practicable participation of small businesses in our federal marketplace, we support firms of all sizes and all stages of the business lifecycle, including startups, experienced 8(a) Business Development Program participants and even Fortune 500 companies.”

GovContractPros works one-on-one with entrepreneurs and business executives to examine their eligibility and the feasibility of applying for federal business development programs. “Once an initial determination is made, we assist them to collect the required documentation and information and assemble it into an application package to demonstrate the company’s eligibility and potential for success,” Shoraka says.

His company also conducts market research to identify their top buying activities, and builds a targeted contract opportunity pipeline tailored to the company’s specific strengths and key service areas. “We then counsel our clients on conducting their own outreach to their top federal agencies to market their services and maximize their chances of success in the federal marketplace. We also work closely with clients to leverage the mentor-protégé program for growth and success.”

GovContractPros regularly presents to audiences of small business owners, advisors and federal procurement officials on how the U.S. Government purchases goods and services. In addition to consulting with small business owners, the firm also engages with “train the trainer” events to advise federal procurement personnel on how to leverage federal set-aside programs to ensure they meet their agency’s overall small business contracting goal. The GovContractPros team, says Shoraka, also advises federal buyers on leveraging set-aside programs to meet specific socioeconomic contracting goals, while carrying out their agency’s mission.

The GovContractPros team boasts a diverse background in supporting businesses of all sizes and industries, and centers its offerings on federal procurement activities, assisting companies with federal certifications like the 8(a), Historically Underutilized Business Zone (“HUBZone”), Economically Disadvantaged Women-Owned Small Business (“EDWOSB”) and Service Disabled Veteran-Owned Small Business (“SDVOSB”) certifications. The company also supports businesses of all types in their quest for state-level credentials such as Disadvantaged Business Enterprise and Minority Business Enterprise certifications.

Shoraka says the signs so far this year show more diverse firms and people may be on track to win government contracts. “The Biden administration has made it a top priority to cast a broader net in federal procurement and engage with historically underrepresented contractors, and thus far we have seen success in utilization of federal set-aside programs to achieve the same.”

He adds that his firm has seen tremendous success among companies who participate in the 8(a) Business Development Program. This is a federal initiative to support small businesses that are owned by entrepreneurs who are economically and socially disadvantaged. This Small Business Administration (SBA) link and this General Services Administration (GSA) link have more information on the 8(a) offering.

Shoraka says his firm applauds the Biden administration’s executive order on advancing racial equity in support of underserved communities throughout the federal government. The order included historic measures to cast a broader net and maximize participation in the federal marketplace for underrepresented populations. “We also support the latest initiatives to increase the goals for disadvantaged firms. One potential reform that could significantly support additional participation is increasing the simplified acquisition threshold.” He explains the threshold: “This is where most small businesses can participate with fewer regulatory requirements, and it allows more nascent firms to get experience while building their portfolio of federal work.”

Shoraka urges businesses looking to land more government contracts to obtain guidance from someone with experience. “Find a mentor or a small business partner that is established in the industry where you would like to grow. Forming a joint-venture entity allows your team to maximize its competitiveness by inheriting the past performance and qualifications of both entities.” He explains that two businesses can work together as long as they are both considered “small” for the procurement that they are pursuing.

He encourages businesses to look into the SBA Mentor-Protégé Program. This initiative enables a large firm to joint venture with a small business. Through it, protégés can get valuable business development help. The program can help novice small companies obtain valuable guidance and assistance from their mentors in several areas.

Michael Keating is senior editor for American City & County. Contact him at [email protected].