Workshop points small businesses toward government contracts

The federal government is the world’s biggest customer and a major driver in New Mexico’s economy.

While only a fraction of the $8.2 billion that Uncle Sam spent in New Mexico in fiscal year 2017 benefitted local companies, advisers at the state’s four Procurement Technical Assistance Centers work to increase the flow of federal dollars to small businesses that offer products or services the government wants.

To that end, the Clovis center is hosting a workshop March 20 at Clovis Community College for entrepreneurs who want to learn more about becoming a government contractor.

“The workshop is to educate business owners on how to do business with Cannon Air Force Base and other government agencies,” said Jonnie Loadwick, procurement technical adviser at the Clovis center and a certified VA verification counselor. “Cannon has been growing the last few years, and there is a lot of opportunity for government contracting in this area.”

Obtaining government contracts can be just as onerous as securing contracts in the private sector: Businesses must aggressively market themselves, because competition is fierce.

As with all prospecting, it’s up to the seller to research what the buyer needs, prepare a quote and present an offer — a process the seller might have to repeat numerous times before signing a deal.

But Procurement Technical Assistance Centers, operated by the Procurement Technical Assistance Program, are there to help in Clovis, as well as Albuquerque, Las Cruces and Santa Fe. “PTAC assists businesses with information and one-on-one counseling appointments free of charge to help … cut through the red tape of government contracting in general,” Loadwick said.

Workshop participants will learn what is required to register as a federal contractor with the System for Award Management at www.sam.gov/ portal/SAM/##11.

To register for the free event, visit bizcalendar.org/calendar/index. php?eID=11971. The workshop is repeated throughout the year at other PTACs in the state. For more information or to locate the nearest center, visit www.nmptac.org.

Finance New Mexico connects individuals and businesses with skills and funding resources. To learn more, go to www.FinanceNewMexico.org.