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4 Questions to Help You Apply for Federal Contracts
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Insights Magazine
Business Insights for Women
PNC INSIGHTS Magazine Spring/Summer 2014 Issue
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Business owners need serious preparation to become government contractors.

The federal government has a goal of directing 23 percent of all contracted dollars to small businesses. But getting a share of that money can be challenging. Many experts suggest that it can take as long as two years to land your first contract.

Business owners "are good at what they do, but that doesn't mean they understand how to respond to a government solicitation," says Diana Dibble Kurcfeld, whose company, Design To Delivery, Inc., based in Bethesda, Md., helps clients navigate through the entire procurement process.

She suggests asking yourself these questions as you consider government contracting:

  1. Is the government buying what I sell? To find out, attend industry events put on by agencies and government contractor associations.
  2. Am I ready for this? "If you're a young company, you need to build up your performance before you approach the government for contracts," Kurcfeld says. Consider where you'll find the additional staff to complete the project and how you'll finance those hires and the inventory and equipment you may need to perform the work.
  3. How am I marketing myself? You'll need to bring yourself to the attention of government purchasing agents, program managers and contracting officers. They want to do their jobs well; explain how you'll help them do that.
  4. Do I need help? A firm like Kurcfeld's can be especially helpful when you're responding to your first government RFP, or request for proposal. That's also true if you're going after a new line of business or expanding the services you offer to government agencies.

For more information, read the full Insights article or listen to Editor Beth Marcello's podcast interview with Diana Dibble Kurcfeld, or read Diana's story as one of PNC's Women Who Achieve.


The article you read was prepared for general information purposes by McMurry. These articles are for general information purposes only and are not intended to provide legal, tax, accounting or financial advice. PNC urges its customers to do independent research and to consult with financial and legal professionals before making any financial decisions.These articles may provide reference to Internet sites as a convenience to our readers. While PNC endeavors to provide resources that are reputable and safe, we cannot be held responsible for the information, products, or services obtained on such sites and will not be liable for any damages arising from your access to such sites. The content, accuracy, opinions expressed, and links provided by these resources are not investigated, verified, monitored or endorsed by PNC.