Building A Company On Government Contracts
The New York Times interviewed Sharon Brown about the challenges of being a government contractor.
Q. When you started your business, Environmental and Occupational Safety Services, you did work for the state but didn’t consider bidding on a federal contract. Why?
A. I thought a federal contract was beyond us because of our size, but then I did some research. We were eligible to qualify for the HUBZone program because at the time the firm was located in Asbury, N.J. The program helps underprivileged areas develop their economic base.
We also qualified for the 8(a) program. To qualify, a company must be owned and controlled at least 51 percent by socially and economically disadvantaged individuals. The business owner must have a net worth of less than $250,000, excluding the value of the business and personal residence.
Q. What do other entrepreneurs need to know about getting into government contracting?
A. If you don’t deliver, you cannot conduct business with the government. A lot of people think the government gives slackers contracts. They don’t. Past performance is key. You also should know that you have to please the technical and contract people because they will make or break you.
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