How to Prepare for a Small Business Office Visit: Mark Amtower | Bloomberg Government

Every federal agency has a small business office, the entry point for startups and small companies that want to sell their products or services to the government. The main function of the OSDBU (Office of Small and Disadvantaged Business Utilization) is to meet with small contractors and advise them on working with their agencies. Any small business can request a meeting, but they must be scheduled in advance. OSDBUs can be very helpful if you go in prepared. If you go in unprepared, the officers will be much less receptive and you will probably have a short visit. Once you have a meeting scheduled, there are several things you should do in advance, at the meeting, and afterwards. Before You Go Understand that your small business status is NOT your competitive advantage. It’s true agencies need to meet a certain quota of small business vendor use, but the person you’re meeting with wants to know what your company can do to solve their immediate problem. Know what you bring to the party. What is your company’s key competitive advantage or skill? How does this fit with what the agency buys? Is your skill or product clearly stated in your marketing…
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