The federal government is making sustainability a priority. Under the Energy Independence and Security Act, all federal managers are required to cut their fossil fuel use and are directed to acquire recycled content, energy efficient, renewable, bio-based and environmentally preferable products and services towards achieving certain goals. The are a number of “Buy Bio”, “Buy Green First,” programs, as well as Go Green Initiatives giving preference to products and services that meet green purchasing criteria.
by Erica G. Courtney, President of Courtney Consulting Solutions
Driven by the need to reduce our dependency on fossil fuels, improve the economy and national security, create green jobs and reduce environmental impact, the federal government is taking the lead on green purchasing in a number of markets and sectors.
All agencies are directed to acquire recycled content, energy efficient, renewable, bio-based and environmentally preferable products and services towards achieving certain goals. Under the Energy Independence and Security Act, all federal managers are required to cut their fossil fuel use at new and renovated government facilities to 55 percent by the end of 2010 and 100 percent by 2030. [There have been some changes. See Government Agencies Required to Go 95% Green on All Purchases ]
There are many “Buy Bio” and “Buy Green First” programs throughout the government, and the Department of Defense requires that green products and services must be considered as the first choice in all procurements. The government’s premier purchasing agency, the General Services Administration (GSA), has implemented Go Green Initiatives giving preference to products and services that meet green purchasing criteria. These policies are not limited to products. The environmental services and green or LEED construction management sector are also in high demand.
Green procurement does not intend to rewrite the book on buying, but merely adds an environmental dimension to the decision-making process. The standard purchasing criteria of price, quality, and availability remain paramount. The environmental impacts can be seen as part of the quality criterion.
First and foremost, you must understand the basics on how to do business with the government and then you can use these attributes as part of your marketing strategy. The bottom line when dealing with the government is to make it easier for them to do business with you over others. Here are some tips:
1) Question yourself. Is this something you really want to do? It will take a focused effort up front to unravel the red tape and figure out the game. Are you willing to make the investment of time and resources to penetrate the market? Once you’re in, your business can grow at warp speed — the challenge is just in getting there.
2) Getting started with the administrative steps. There are five places you should register right off the bat:
- Obtain a Dun & Bradstreet # (DUNS) at DNB.com
- Register at the Central Contractor Registration (CCR), and figure out your business NAICS codes at SBA.gov
- Register at the Department of Veterans Affairs if applicable.
- Register with the Small Business Administration (SBA).
- Register at the Online Representations and Certifications Application (ORCA).
If you’re so inclined consider visiting the local SBA and Procurement Technical Assistance Center (PTAC). There are a number of good online resources for more guidance on getting over the bureaucratic hurdles.
3) Stay informed. Sign up to receive emails about federal opportunities at the Central Federal Business Opportunities site.
4) Implement an aggressive federal sales program. You’ll need to create or augment your business plan and simultaneously work towards obtaining a GSA Schedule contract or a long-term fixed price contract with the government.
For a number of reasons, getting a Scheduled contract is the only practical way a business can realistically compete. It reduces award time to 14 days from 248 days on average, minimizes the federal buyer’s risk and increases transparency, and a fixed-price contract is used most often throughout the government.
Although a Scheduled contract is really just something that gives you the “right” to sell to the government, they’re difficult to get and often buried under layers of government speak. But if you persevere, you’ll face significantly less competition, federal buyers will reach out to you rather than you going after business, and such contracts can be extremely profitable and a main source of revenue for your business.
