Malcolm Parvey - Winning Government Contracts: How Your Small Business Can Find and Secure Federal Government Contracts up to $100,000

This small business guide provides a concise and clear path for anyone seeking to participate in capitalizing on the opportunities of the federal marketplace. The guide is skillfully organized to simplify the intimidating federal maze of contracting jargon and regulations. Even as a former government employee with over 20 years experience in contracting for services and construction, this handbook provides me invaluable guidance. Today, as an inexperienced small business entrepreneur seeking federal contract awards, this is my first resource of choice concerning federal contracting opportunities.

Thomas J. Marks Jr., Col. (Ret) P.E.

V.P. Federal Services

FacilityOne

During the last three years Mr. Parvey has been instrumental in assisting Admiral Metals in securing more then 300 Federal Government Contracts. His 30 years of experience has really paid off for us.

Michael Thomas

Government Contracts Administrator

With Mr. Parveys guidance, Minutemen Trucks has secured federal government contracts in the last year that exceeds 10 percent of our previous years gross sales. Not only is the federal government one of our biggest customers, it is also one of our best paying customers.

William Witcher

Partner

Minuteman Trucks, Inc.

HOW YOUR SMALL BUSINESS CAN FIND AND SECURE FEDERAL GOVERNMENT CONTRACTS UP TO $100,000

MALCOLM PARVEY
DEBORAH ALSTON

Copyright 2008 by Malcolm Parvey & Deborah Alston

All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press.

WINNING GOVERNMENT CONTRACTS

EDITED BY KATE HENCHES

TYPESET BY MICHAEL FITZGIBBON

Cover design by Rob Johnson/Johnson Design

Printed in the U.S.A. by Book-mart Press

GSA Advantage! is a registered trademark.

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Library of Congress Cataloging-in-Publication Data

Parvey, Malcolm.

Winning government contracts: how your small business can find and and secure federal government contracts up to $100,000/ by Malcolm Parvey & Deborah Alston.

p. cm.

Includes index.

ISBN-13: 978-1-56414-975-6

ISBN-10: 1-56414-975-7

1. Public contractsUnited States. I. Alston, Deborah.

II. Title.

HD3861.U6P36 2008

346.73023dc22

2007035255

I am so happy to have this opportunity to publicly acknowledge all the federal government employees with whom I have had the pleasure of working throughout my 30-year career. I have never encountered an organization that was so helpful, so dedicated, or so professional than the procurement sectors of all the federal agencies. I cannot say enough good things about the vast majority of these individuals. My experience with them has always been positive. These are hard-working, well-trained professionals who are always willing to help small businesses whenever possible.

SELLING TO THE FEDERAL GOVERNMENT:
A GUIDE FOR SMALL BUSINESSES

There were approximately 22.9 million small businesses in the United States in 2002. Small businesses provide approximately 75 percent of the net new jobs added to the economy; they represent 99.7 percent of all employers; they employ more than 50 percent of the private workforce; they provide for more than 40 percent of private sales in the country; and they account for more than 39 percent of jobs in the high technology field.

Federal regulations state that if any government agency is going to make a purchase estimated to be $100,000 or less, it must be set aside for small businesses. Federal agencies must set up contracting goalsfor example, that 23 percent of all government purchases should be from small businesses. Federal agencies have a statutory obligation to reach out to small businesses and to purchase from them whenever possible.

My name is Malcolm Parvey. I am an independent Sales and Marketing Consultant with more than 30 years of experience assisting companies in securing federal government contracts. Through the years, I have completed hundreds of offers just like those you will find in this book.

I decided to write this book because I could never find any information that would show a step-by-step procedure to finding, understanding, and submitting government competitive bids up to $100,000. It is my understanding that there is no book, agency, or school that teaches you a step-by-step method of how to find sales opportunities, submit offers, receive awards, and ensure prompt payment for government contracts up to $100,000.

In my client-based business, it is my responsibility to perform all administrative functions prior to award, other than determining the price. This includes, but is not limited to, the following basic tasks:

Searching federal government procurement sites on a daily basis to find appropriate opportunities for my clients.

Researching the sales opportunities in order to acquire drawings, specifications, samples, past procurement history, and any other pertinent information that is available.

Completing the bid package.

Submitting it to the proper agency, in my clients name.

Tracking the results of the offers and informing my client of which companies submitted offers, and their prices; which company was awarded the contract; and the awarded price. When my client is awarded the contract I track all invoices to ensure prompt payment.

I wrote this book along with my co-author, Deborah Alston. To begin with Deborah did not know much about this market, just like you! It was her rule that if she could not understand what I was talking about, then no one else would!

Deborah and I set out to try to explain government contracting to the beginner. The book is written in simple language, without using government jargon where it was at all possible. We address the common issues of small companies that would like to get into this market but dont know where to begin. The books simple, step-by-step writing fashion ensures that anyone who would like to explore this exciting business opportunity can quickly learn enough to find out if they are competitive.

If you would like more information about the services I provide, visit my Website at www.sell2gov.com .

Because of my years of experience assisting many different types of industries, I feel more than qualified to explain to the small-business community the mechanics of finding sales opportunities in the federal government marketplace, submitting competitive bids, and ensuring prompt payment.