GOVERNMENT CONTRACTING: WHO YOU NEED TO KNOW - Part 1 of 3

By Gary Beckert
GM Beckert & Associates, Inc.

A BLOG about Government Contracting? OMG

But then again, it's what I do, both as a business consultant and a government vendor. I have helped hundreds of businesses as a certified business analyst with the SBA supported Small Business Development Center (SBDC). Many SBDC clients have succeeded, and I have helped win contracts and personally sold products worth over $2B to Uncle Sam. If I can't make it exciting, I will at least try to make it worth your while!

Who you need to know...Whether it’s GSA or traditional government contracting, most organizations (government agencies and prime contractors) have subcontracting personnel with defined roles. To save time and marketing expenses, you need to understand who these people are, and how they relate to your business goals.
In the following few blogs, I'll talk about these important people:

• Small Business Liaison Officer (SBLO)
• Buyer
• Manager
• User
• Contract Specialist

Today is all about the Small Business Liaison Officer (SBLO). Some folks will disagree with me because they say trying to get assistance from an SBLO is a waste of time. Yes, a very few SBLOs do not seem to enjoy their work, but every SBLO I know loves to help small businesses - it's their job. The SBLO is essentially the gatekeeper to the buyer, the person you really want to know.

SMALL BUSINESS LIAISON OFFICER (SBLO)

Talk to the SBLO first. They can let you know if their organization buys what you sell. If they buy your stuff, then the SBLO can get you registered and tell you who the buyers are. Look for them at trade shows and other events. Every military base, government agency, and prime contractor has a Small Business Office.

You might want to start by finding the SBLOs for the military Branches. Go to these web sites and look around. Your mission: find the SBLOs so you can contact them when you are ready*:

Marines: http://www.marcorsyscom.usmc.mil/syscomorg/
Navy: http://www.donhq.navy.mil/OSBP/
Air Force: http://www.selltoairforce.org/
Army: http://www.sellingtoarmy.info/

To find the SBLOs for prime contactors:

1. Go to www.sba.gov/gc

2. Select “Contacts & Representatives”

3. Select Option 1. “Subcontract Opportunities”

4. Click on a state to see the list

Had enough? Maybe for now, but stay tuned for my next BLOG: "THE GOVERNMENT BUYER".

* Don't contact the SBLO until you are ready! Stay tuned for details!

Best of luck, and good hunting!
GB Gary@GMBeckert.com