How Aspiring Manufacturers Can Get Military Contracts

The Federal Government is rife with opportunity for small business, businesses in economically depressed or rural zones, and a whole lot of other qualifying factors. But here’s the deal: you still have to be approved and authorized to be on the contracting list. And that is the hard part. 

We present our steps in the process, which will shortcut you through the process and give you an edge in how to get a contract with the military. Defense contracts and military contracts can be highly lucrative and are a great niche to hone in on from a manufacturing point of view. 

1. Complete the Initial Registration Process

Not surprisingly, the first step in the process involves registration. You will not get anywhere in the process until you have not only registered, but been approved. There are three significant steps in the registration process that you need to complete for your small business to be competitive. 

Obtain a DUNS Number

The DUNS number has been likened to a social security number for your business down to the length of nine digits. There are around 84 million DUNS numbers assigned to businesses and it has been the gold standard of business identification since 1962. 

This system is the proprietary property of the accounting firm Dun and Bradstreet, and it became a requirement by Federal regulation in the late 90s. DUNS numbers are not only mandatory for all government procurement activities but it is a wealth of information in dealing with other businesses. The registration for a DUNS number is free. 

Register in the System for Award Management (SAM) 

The System for Award Management (https://www.sam.gov) is the official portal for all federal government vendor registration. You won’t go anywhere in the process without a SAMs registration. 

When you register in SAM, you need to make sure that your company description is accurate, complete, and includes any relevant North American Industry Classification System (NAICS) codes.

Get a CAGE Code

The next step in the process is the CAGE code. Your small business will be issued a CAGE code once you are registered in SAM. The CAGE code is short for Commercial and Government Entity code and is a unique five digit alphanumeric code assigned to all businesses and organizations who want to work with the Department of Defense.  

It is used to standardize the identification of suppliers and government agencies, facilitating tracking and record-keeping across various government systems. Unlike sensitive identifiers such as Social Security Numbers or Employer Identification Numbers, CAGE codes are designed to be publicly accessible, so there are no issues with privacy. It is also for the sake of accountability; the public has a right to know who is working with the government. 

CAGE codes are mandatory for federal procurement processes and must be renewed every five years.

2. Conduct Research and Make Contacts

Manufacturers should conduct due diligence and make contacts within the areas that they want to provide materials and services for. 

Research Open Opportunities

You don’t want to manufacture materials or products that have no market. Start off by researching the open opportunities to see what is available and if it matches your capabilities as a manufacturer.

SAM.gov is the place to go for all opportunities, which you can research using a few different methods on the SAM website. 

Here are a few of the different filters you can use to see if your manufacturing business is a good fit or in the right place to be getting contracts with the federal government, or if you need to narrow your focus to cast a tighter net:

First up is a simple search. You can put in “any words,” “all words,” or “exact phrase.” 

The next set of search criteria are by the federal organizations If you live near a military installation, you can narrow down the scope to determine what they have available and if you’re a good match.

The next filter is the Notice Type, which lets you select where the solicitation is in the process.

Yet another potential avenue for reaching potential clients is through set asides. If your manufacturing business qualifies for set asides like HUBZone. 

Attend Industry Events and Conferences

One of the best ways to and manufacturing contracts is by attending trade shows and defense industry events. These get-togethers are an awesome place to put your wares and capabilities on full display, plus the added benefit of finding your prospective clients all in one auditorium. 

When you make the rounds, you get to meet and greet the very people whose business you want to attract. It’s a great deal. 

3. Become Familiar with Military Standards and Specifications

If your manufacturing business has not specialized in military contracts in the past, you need to get fully acquainted with the standards and specifications. This is not an overnight process, and you may need to bring in a consultant to bring your organization up to speed. 

Learn the Military Standards (MIL-STD)

The Military Standards (MIL-STD) is a series of published standards that apply to thousands of different items. MIL-STDs are more broad than MIL-Specs, and MIL-STD encompasses standardized procedures, methods, and guidelines used in designing, manufacturing, and testing products for military applications.

Invest in Quality Control Systems

Certifications like ISO 9001 or AS9100 for aerospace applications demonstrate your commitment to quality. These are important signals for you to your targets, and also ensure that your products will meet the rigid quality standards of MIL-STDs or MIL-SPECs.

4. Present Your Proposal

You’ve gotten this far, 90% of the way there and 90% to go! 

Presenting your proposal is what you have been working towards the whole time. All of the legwork comes down to the pitch.  

Follow the Solicitation Guidelines

Carefully review and adhere to the instructions and requirements in the Request for Proposal (RFP) or Invitation for Bid (IFB).

The government doesn’t play; if you don’t follow the solicitation guidelines to the letter, your proposal may very well end up in the trash can. 

Highlight Your Unique Value Proposition

If you’ve made it through the initial stages of solicitation, it means that you are in the running so don’t lose it now. You need to explain how your product meets or exceeds the demand better than your competition, and all the while it still needs to meet all standards and criteria set out in the solicitation. 

Incorporate a Competitive Pricing Strategy

Your product might be better, and maybe you can even prove that, but if you can’t incorporate a competitive price structure or strategy.

Make sure your products and/or services are at a competitive price point or convey perceived value in some other tangible way. Figuring that out so you stand out from the crowd is an important piece of the pie. 

Proofread and Review

Finally, make sure your whole proposal looks good. Proofread it, then proofread it again. Just like the federal government’s job hiring process, even seemingly small mistakes can lead to immediate disqualification. Double-check for errors and make absolutely sure that your packet complies with all instructions. 

Greenwood Aerospace is Fully Vested for Federal Contracts

Greenwood Aerospace is registered in the System for Award Management (SAM) which allows us to be identified by contracting officers as eligible to receive HUBZone contracts.

Greenwood Aerospace is U.S. Department of State ITAR-registered, allowing us to partner with large defense contractors on various military initiatives for exporting ITAR controlled items.

  • UEI: KVSUYYSJS174
  • DUNS: 604006874
  • Cage Code: 2Y735
  • ITAR DDTC Export Compliant
  • AS9120B QMS Certified
  • NAICS: 488190, 336413, 332722, 336411, 336413, 481212, 532411

Greenwood Aerospace holds AS9120B certification and is dedicated to delivering superior customer satisfaction through exceptional product quality, punctual delivery, and unmatched customer service. 

By maintaining close collaboration with our clients, we actively monitor emerging industry requirements and uphold the integrity of all products and services we provide. Our proactive approach ensures we remain vigilant and prepared to mitigate supply chain threats.

Ready to know more? You can get hold of us by email (contact@governmentprocurement.com) or phone (580-762-2580).