The Role of Certifications in Government Contracting

Though sometimes difficult to navigate, the world of government contracting offers huge opportunities for small businesses—especially those who carry certain federal certifications. Programs such as 8(a), HUBZone, SDVOSB, and WOSB can give your business a competitive advantage, hence opening your business to exclusive contract opportunities. That’s where knowledge of these certifications and how to market them can make all the difference for a business wanting to break into this sector.

In this article we breakdown the most common federal contracting certifications and how to market your business once approved.

Overview of Key Certifications in Government Contracting

1. 8(a) Business Development Program

The 8(a) certification, is open to supporting small, disadvantaged businesses in the winning of sole-source contracts and mentor-protégé programs. It’s actually a huge entry tool for businesses to acquire access to government work because it develops a business as an effective competitor.

2. HUBZone (Historically Underutilized Business Zone)

Businesses located in economically distressed areas are considered for HUBZone certification, thereby availing competitive preferences in the procurement of set-aside contracts. Such certification triggers economic development for underutilized zones and presents distinct opportunities to businesses in such areas.

3. SDVOSB (Service-Disabled Veteran-Owned Small Business)

SDVOSB certification also specifically extends to businesses owned by service-disabled veterans, opening the avenues for set-aside and sole-source contract opportunities. In this program, veterans make good use of their experience in both military and business to reap big deals in the government.

4. WOSB- Women-Owned Small Business

The WOSB certification grants women-owned businesses access to the set-aside contracts. It brings about gender diversity in federal procurement and will enable women entrepreneurs to be equally competitive in the government contracting space.

5. Other Relevant Certifications

Other certifications that can be explored include EDWOSB, which stands for Economically Disadvantaged Women-Owned Small Business; DBE, or Disadvantaged Business Enterprise; and GSA Schedule, which are other means of business benefiting from government contracting.

How Certifications Help Market Your Business in the Government Sector

1. Visibility and Credibility Improvement

The certification process will basically set your business apart in the government’s databases, such as SAM.gov. It also gives way to faith among the procurement officers that your business satisfies all the qualifications and eligibility criteria.

2. Access to Set Aside Contracts

Government agencies also have a percentage of contracts reserved just for certified businesses. Holding these certifications means your business will secure contracts that others cannot even be considered for, thereby putting the business at a significant advantage to win.

3. Competitive Advantage

Certifications narrow the competition field, giving your business strategic advantages. In fact, if you are qualified for several certifications, for instance, SDVOSB and HUBZone, your possibilities of getting contracts increase.

4. Available Public Programs and Resources

There are certain government programs, training, and mentorship that certified businesses get to enjoy. Such programs provide very valuable networking opportunities with procurement officers and other key players involved in the government contracting arena.

How to Best Promote Your Certifications

1. Display Your Certifications on Your Website

To make your certifications easily accessible, consider creating a separate page for this and display the logos or badges on your front page and service pages. Make clear to them how these certifications benefit government clients to increase your credibility.

2. Optimize Your SAM Profile

Ensure your SAM.gov profile is up to date with accurate certification details. Regularly update your NAICS codes and include relevant keywords that align with the types of contracts you’re targeting.

3. Update Your Marketing Materials

List your certifications in your marketing collateral, including your brochures, business cards, and proposals. Make sure your capability statements reflect your eligibility for set-aside contracts to make a great impression on procurement officers.

4. Expand on Certifications in Networking

Attend government procurement conferences and other networking events to connect with possible clients and partners. Use your certifications as conversation starters to highlight your business’s unique qualifications.

5. Social Media Promotion

Maintain visibility and credibility by sharing milestones of attaining certification on platforms such as LinkedIn. Social media offers excellent space for building connections with procurement officers, as well as brand portfolios exhibited online to manifest one’s expertise in government contracting.

Certification Courses

1. Certification Application Procedure

Applying for certifications can be complex and time-consuming. It’s wise to consult with professionals or leverage resources from the Small Business Administration (SBA) to ensure your documentation is complete and accurate.

2. Maintaining Certifications

Staying compliant is crucial for maintaining your certifications. Keep track of re-certification deadlines and ensure that your business continues to meet all requirements to avoid losing valuable opportunities.

3. No Hyper Dependency on Certifications 

While certification opens opportunities for a win, it is not definite. So, keep them happy, provide good quality service, and write proposals that can influence procurement officers to outsmart their requirements from the certificates obtained. 

Success Stories for Certification 

1. 8(a) Certification Success Story: ABC Tech Solutions

Background: ABC Tech Solutions, a small IT consulting firm based in Washington, D.C., struggled to compete against larger corporations in the federal contracting space. Though the company had a track record of delivering excellent IT solutions, it found it difficult to break into the federal market due to the stiff competition.

The 8(a) Certification Advantage: Upon receiving their 8(a) Certification through the Small Business Administration (SBA), ABC Tech Solutions gained access to a wide range of opportunities, including sole-source contracts and set-asides exclusively for 8(a)-certified businesses. Their first breakthrough came when they were awarded a $2 million IT infrastructure upgrade contract for a federal agency without having to go through the typical competitive bidding process.

The Result: The certification not only helped them secure this contract but also opened doors to the SBA’s mentor-protégé program, where they partnered with a larger, more established IT firm. This partnership provided them with additional resources, allowing them to bid on even larger contracts. In just three years, ABC Tech Solutions grew from a small team of 10 to over 50 employees and expanded their client base to include both state and federal agencies.

2. HUBZone Certification Success Story: Green Energy Solutions

Background: Green Energy Solutions, a renewable energy company based in a Historically Underutilized Business Zone (HUBZone) in rural Colorado, faced challenges securing large contracts, especially with government agencies. Being located in an economically distressed area limited their reach to metropolitan areas and major clients.

The HUBZone Certification Advantage: After obtaining their HUBZone Certification, Green Energy Solutions became eligible for HUBZone set-aside contracts and gained a 10% price evaluation preference during open contract bids. Their breakthrough came when they won a $1.5 million contract to install solar energy systems in several government buildings across the state. The HUBZone certification gave them a significant edge over competitors in the bidding process.

The Result: This contract allowed Green Energy Solutions to expand operations and hire more employees from their local community, fulfilling the HUBZone program’s mission to stimulate economic development. Today, they are recognized as one of the leading renewable energy providers in the region and continue to secure government contracts, contributing to both environmental sustainability and local job creation.

3. SDVOSB Certification Success Story: Veteran Build Inc.

Background: Veteran Build Inc., a construction company founded by a service-disabled veteran, struggled to stand out in a crowded construction industry dominated by larger firms. Despite the company’s excellent track record and military-grade work ethic, landing government contracts was a challenge.

The SDVOSB Certification Advantage: After receiving their Service-Disabled Veteran-Owned Small Business (SDVOSB) Certification, Veteran Build Inc. immediately began leveraging the set-aside contracts specifically reserved for veteran-owned businesses. They landed their first major $3 million contract with the Department of Veterans Affairs (VA) to renovate a VA medical center. The certification gave them direct access to opportunities reserved for veteran-owned businesses, significantly reducing competition.

The Result: The SDVOSB certification has since helped them secure additional contracts, including projects with the Department of Defense (DoD). This recognition of their status as a veteran-owned business has also fostered valuable relationships with large prime contractors, further enhancing their growth potential. Today, Veteran Build Inc. is scaling rapidly and reinvesting profits into training programs for other veteran-owned start-ups.

4. WOSB Certification Success Story: Bright Minds Consulting

Background: Bright Minds Consulting, a women-owned business specializing in leadership and corporate training, had a strong track record of success in the private sector but struggled to break into the federal government market. With only a small team and limited resources, they found it difficult to compete against more established companies for government contracts.

The WOSB Certification Advantage: Upon receiving their Women-Owned Small Business (WOSB) Certification, Bright Minds Consulting began targeting federal agencies and utilizing WOSB set-asides. Their first major success came when they were awarded a $500,000 contract to provide leadership training to a federal agency. This contract was specifically set aside for WOSB-certified firms, giving them a significant advantage.

The Result: The contract allowed Bright Minds Consulting to grow their staff and expand their service offerings to other government agencies. Additionally, their WOSB certification helped them establish key partnerships with other certified businesses, further enhancing their visibility in the federal marketplace. As a result, they have since secured additional contracts worth millions and continue to be a go-to provider for training programs across various government sectors.

These success stories demonstrate how obtaining certifications like 8(a), HUBZone, SDVOSB, and WOSB can give businesses a significant advantage when pursuing government contracts. By leveraging these certifications, small businesses can tap into opportunities that might otherwise be out of reach, propelling them to greater heights in their respective industries.

8(a), HUBZone, SDVOSB, and WOSB are just some of the certifications that help a firm have more chances of being awarded government contracts. If promoted in the right manner and used strategically, they can translate into a real competitive advantage and create new avenues for growth. 

Ready to learn more about certifications or how to market your own? Contact us today!