Selling to the federal government

Achieving Small Disadvantaged Business (SDB) Self-Certification in SAM Achieving Small Disadvantaged Business (SDB) Self-Certification in SAM: By: M. Gonzalez – M&A SDC In your pursuit of Small Disadvantaged Business (SDB) certification within the System for Award Management (SAM), the process may seem a bit elusive, but we’re here to demystify it. SDB certification is a valuable designation for businesses seeking federal contracts and achieving it can be straightforward if you follow the correct steps. 1. Start with Basic SAM Registration: To begin, ensure you’ve completed the basic SAM registration. Within SAM, you’ll need toprovide information in three crucial areas, both for your “global” and “local” profiles:A. NAICS Codes: List all the NAICS codes relevant to your business activities. Designate one as the primary code that best represents your primary business focus.B. Total Number of Employees: Provide your total headcount. If your workforce experiences seasonal fluctuations, use the annual average number.C. Total Revenues: Report your total revenues from all sources. Once you’ve filled in these details, SAM will compare them against the Small Business Size Standards to determine your business size in various industries. This process may take a few days. 2. Wait for SAM to Update: During this waiting period, SAM will calculate your business size and open access to edit the Dynamic Small Business Search (DSBS) profile. This is where you can enrich your profile with a capability statement, federal references, searchable keywords, and more. Keep in mind that any updates to your NAICS codes, employee count, or revenues will temporarily lock the DSBS profile while SAM recalculates your business size. Plan your updates accordingly to avoid delays. 3. Self-Certification as an SDB: Now that your business size has correctly appeared in SAM, you can proceed with self- certification as an SDB. To do this:a. Navigate to “update” in SAM and scroll down to “validate/update reps & certs.”b. Check the box for “disadvantaged” in Question #17 of the Reps and Certs section. 4. Review Your Eligibility: Before checking the “disadvantaged” box, it’s essential to review the standards for disadvantagedstatus to ensure you meet the social and economic criteria. Self-certification should not be misrepresented, as it carries significant implications for your business. Troubleshooting Tips: If you encounter difficulties gaining editing access to update your SDB status, consider these potential issues: Incomplete Data: Ensure that all three elements of data required for determining business size are complete and accurate. Processing Time: Allow sufficient time for SAM to process your data. Organizational Structure: Verify that the correct organizational structure (proprietor, partnership, or corporation) is selected, as “not-for-profit” organizations are not eligible for SDB certification. Data Accuracy: Double-check all data entries to ensure nothing is left blank or contains errors. Meeting Bid Deadlines: If SAM’s processing time causes a delay in meeting a bid deadline, you can include a paper copy of the Reps & Certs with the size and disadvantaged boxes manually checked. Additionally, insert a statement indicating that online self-certification is in progress, and submit your bid on time. Key takeaways; achieving SDB certification in SAM is a critical step for businesses seeking federal contracts. By following these steps and ensuring accurate data entry, you can navigate the process with confidence and take full advantage of the opportunities available to SDBs in government procurement.

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Achieving Small Disadvantaged Business (SDB) Self-Certification in SAM

Identifying a client’s pain points and effectively approaching them for a sale is crucial in sales and marketing. Identifying a client’s pain points and effectively approaching them for a sale is crucial in sales and marketing. By: M. Gonzalez – M&A SDC 1. Research and Understand Your Target Audience: Research your target audience and understand their industry, challenges, and needs. Gather data through market research, surveys, social media, and other relevant sources. 2. Identify Pain Points: Pain points are specific problems or challenges that your potential clients are facing. Analyze your collected data to identify recurring issues or frustrations that your product or service can address. 3. Listen and Ask Open-Ended Questions: Engage in meaningful conversations with your potential clients. Ask open-ended questions to encourage them to share their challenges and pain points. Listen actively and take notes to understand their needs deeply. 4. Empathize and Connect: Show genuine empathy towards their challenges. Relate their pain points to real-life scenarios, showing you understand their situation. 5. Offer Tailored Solutions: Position your product or service as a solution to their specific pain points. Clearly explain how your offering can alleviate their challenges and improve their situation. 6. Highlight Benefits and Value: Focus on your solution’s benefits and value, rather than just its features. Emphasize how your solution can save them time, money, or effort and lead to positive outcomes. 7. Provide Social Proof: Share success stories, case studies, or testimonials from previous clients who faced similar pain points. This builds trust and demonstrates your product’s effectiveness. 8. Overcome Objections: Address any concerns or objections the client might raise. Be prepared to explain how your solution mitigates potential risks.  9. Offer Customized Demonstrations or Trials: If applicable, provide the opportunity for a trial or a demonstration of your product or service. This hands-on experience can help the client see the value for themselves. 10. Follow Up and Build Relationships: Stay in touch after the initial conversation. Continue to provide relevant information, insights, or resources to show your commitment to their success. 11. Adapt and Refine Your Approach: Continuously gather feedback and analyze your sales approach. Adapt your strategy based on what works best for different clients and industries. 12. Practice Patience and Persistence: Sales often require multiple interactions and nurturing over time. Be patient and persistent while respecting the client’s timeline and decision-making process.

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