If you are an owner of a small businesses, completing a hundred page application for a government contract may not be your first inclination. It may never even cross your mind at all.
Despite this, hundreds of companies in the Lansing area are realizing the sizable rewards of government contracting. As a result, millions of dollars are being pumped into the local economy. The Lansing Chamber of Commerce is leading efforts ensure that businesses have the best training and knowledge available to access any and all opportunities to work with the local, state and federal government.
While many businesses across Michigan have seen their share of government work shrink, the Government Contracting Division at the
Lansing Regional Chamber of Commerce is on pace for record-setting year. These gains have been achieved due to local
Procurement Technical Assistance Center (PTAC) office, which has helped the tri-county area create or retain over 700 jobs equating to $34.8 million in government contracts in 2014 alone.
"It is our hope that more businesses become aware of the potential for expanding their operations through government contracting and reach out to the PTAC for assistance at no charge to their business," says Tim Daman, Lansing Regional Chamber of Commerce president and chief executive officer.
For marketing and public relations firm
Edge Partnerships, attracting major government contracts has lifted their business to the next level of success. Owner and President Angela Witwer says he company has been able to take advantage of government contracting in ways other companies have not.
"We have been very successful at winning (contracts) and performing and doing a good job for our clients," says Witwer, "Once you win one, you set a track record for the work you perform."
Witwer received her first contract to work with Emergency Medical Records (EMRs) in 2007. They were tasked with a pilot project on how to communicate EMR with physicians in eight different states. Soon after, Witwer enlisted the help of the Lansing’s PTAC office to secure additional contracts. She took a variety classes and webinars on how to bid for proposals.
Now seven years past since her first contract, Witwer has secured multiple contracts including three major universities in Iowa and the Michigan Department of Education. She credits PTAC with giving them the knowledge to succeed.
"They job they do is invaluable to small business and all businesses," says Witwer, "They are a huge resource and give examples of all we need to put in."
Edge Partnerships was recently recognized by Inc. Magazine one of the top 50 fastest growing companies in Michigan and top 500 companies in the United States.
PTAC Helps Bridge the Knowledge Gap
The arena of government contracting can be a confusing and intimidating venture for small businesses, many of which are completely new to the process. As the
Government Procurement Counselor at the PTAC of South Central Michigan, Kim Langenberg helps companies overcome these burdens. She acts bridge between the buyer and the supplier, bringing her knowledge of government contracting and the capabilities of contractors directly to interested clients. Services that she provides include classes and seminars, individual counseling and easy access to bid opportunities, contract specifications, procurement histories, and other information necessary to successfully compete for government contracts.
"Over the last four years, there have been more companies interested in contracting and not realizing they can grow their business more," says Langenberg, "They are getting decent-sized contracts."
Langenberg works with over 160 clients seeking PTAC’s services, a majority of which are service-related companies such as advertising agencies or computer-related services. Since the PTAC of South Central Michigan office was established in 2008, it has helped tri-county businesses secure $240.3 million in contracts while retaining or creating 4,286 jobs.
The most difficult part of government contracting process is often the applications. Government agencies regularly send out a series of Requests for Proposals (RFPs), which can take months to complete due to their length and complexity.
"They are not for the thin-skinned because they are hundreds of pages long," says Witwer, "I am amazed (at) how huge they are."
Although applying for government contracts is difficult, she believes worth it. You simply need the correct amount of preparation in training. In fact, Edge Partnerships now has a dedicated staff person to deal specifically with RFPs.
Langenberg regularly compiles a list of potential RFPs and emails it to her current clients. It is a service that could cost several thousands of dollars, but is provided for free by through the PTAC office. Besides the paperwork, relationships must be built with agencies prior to applying.
"It takes a lot of determination," says Langenberg, "You can want to do federal state work and wait for those contracts to come, (but) you have to build that relationship and you have to build trust there."
As a disadvantaged and women-owned business, Witwer has had access to contacts that are not available to other businesses. A small percentage of government contracts are set aside for disadvantaged, women-owned, minority-owned and veteran-owned businesses. These businesses can apply for certifications that give them an advantage in the application process.
Even if your businesses does not fall under these categories, simply contacting the PTAC office can provide you with opportunities that many businesses many not even be considering.
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Kevin Lignell is a communications consultant and freelance writer for Capital Gains. You can connect with him on twitter @kev_lig
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Dave Trumpie
Dave Trumpie is the managing photographer for Capital Gains. He is a freelance photographer and owner of
Trumpie Photography.