Overview:

This accelerated program helps small businesses get government contract-ready in just six weeks. You’ll learn how to position your business, find opportunities, and submit competitive bids at the federal, state, and local levels—all without wasting time or money.

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Lesson Plan:

Week 1: Government Contracting 101 – Understanding the Marketplace

Objective: Gain a foundational understanding of how government contracting works and where your business fits in.

• Lesson 1: Introduction to Government Contracting (Federal, State, and Local)

• Lesson 2: Who Buys What? Identifying Your Ideal Government Customer

• Lesson 3: How the Government Procures Goods and Services

• Lesson 4: Registering in SAM.gov and State/Local Procurement Portals

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Week 2: Are You Contract-Ready? Financial & Business Requirements

Objective: Ensure your business meets the financial and structural requirements to compete for contracts.

• Lesson 1: What Makes a Business “Contract-Ready”?

• Lesson 2: Federal & State Small Business Certifications (8(a), WOSB, HUBZone, SDVOSB, MBE, DBE, SBE, WBE)

• Lesson 3: Key Financial Considerations (Accounting, Pricing, and Compliance)

• Lesson 4: Structuring Your Business for Success

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Week 3: Finding and Evaluating Government Opportunities

Objective: Learn how to locate contract opportunities and determine if they’re a good fit for your business.

• Lesson 1: How to Search for Contracts on SAM.gov

• Lesson 2: Finding State and Local Government Opportunities

• Lesson 3: Understanding Sources Sought, RFIs, and Forecasting Tools

• Lesson 4: Bid/No-Bid Decision Making

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Week 4: Building Relationships & Positioning Your Business for Success

Objective: Learn how to connect with key government buyers and market your business effectively.

• Lesson 1: Understanding the Role of Contracting Officers and Small Business Liaisons

• Lesson 2: The Power of Capability Statements – How to Create One

• Lesson 3: How to Build Relationships with Government Agencies

• Lesson 4: Attending Industry Days, Matchmaking Events, and Local Procurement Workshops

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Week 5: Understanding & Responding to Bids (RFPs, RFQs, IFBs)

Objective: Develop the skills to read and respond to government contract solicitations.

• Lesson 1: Breaking Down a Solicitation and Understanding Key Sections

• Lesson 2: Writing a Competitive Proposal (Even with No Past Performance)

• Lesson 3: Key Differences Between Federal, State, and Local Proposals

• Lesson 4: Pricing Strategies for Government Bids

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Week 6: Next Steps & Winning Strategies

Objective: Learn how to scale your business and sustain long-term success in government contracting.

• Lesson 1: What Happens After You Submit a Bid? (Evaluation, Negotiation, and Award Process)

• Lesson 2: Managing Your First Contract and Staying Compliant

• Lesson 3: Scaling Your Government Contracting Business

• Lesson 4: Long-Term Success: Creating a 12-Month Growth Plan

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Bonus Resources:

• Proposal Template for Federal, State, and Local Bids

• Capability Statement Template

• Government Market Research Checklist

• List of Key Government Contracting Events & Contacts

• Directory of State Procurement Websites

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Who This Program Is For:

• Small business owners serious about winning government contracts

• Business owners who want a proven strategy to break into government contracting

• PREFERRED BUT NOT REQUIRED: Entrepreneurs with at least 2 years in business and at least $500K in annual revenue looking to scale through federal, state, and local contracts