I was under the impression that once my business achieved SBA 8a certification, it would be my ticket to success. Guess what? Reality dicks.

Remember when you were a kid and the emphasis was on getting your high school diploma? And then when you graduated, you were suddenly told that you needed to go to college to do something with your life. Ok, so you put in the mandatory 4-5 years to get your degree. Hoping that manna will fall from the sky and give you a high-paying job, you graduate to learn… oh yeah, you actually have to compete with other college graduates to land your dream job. Ok, this was a long way of saying…just because your company gets certified, it doesn’t mean you’ll suddenly get a million dollar federal contract.

Ok, let’s do a reality check. Of the millions of small businesses competing in your space, lowering the odds is one way to increase your chances of landing contracts. So yes, SBA 8a certification is worth pursuing.

But here are some proven tips to ensure your company’s success in federal contracting once you’re certified.

1. Establish relationships with purchasing agents and prime contractors now. – The companies that show the most success in federal contracting are the ones that take the time to build relationships with decision makers and potential customers.

Take the time to meet in person, talk on the phone, or email the purchasing agents at the federal agencies you want to compete for contracts with. Learn about their buying habits and special hiring vehicles. Find out if they use or plan to use (and what percentage) small businesses to meet your agency’s annual small business participation goals.

Take time to meet with prime contractors to determine their interest in contracting with small businesses. In determining your business relationship, avoid being a walk-through company, similar to a “front” where the contract writes on the small company, but the principal does the work. Why? Because this is illegal. Small businesses are expected to complete at least 51% of any contract, so keep this and other legal issues in mind when hiring a prime contractor.

2. Prepare marketing materials that include: a company capability statement (similar to a company resume), a company brochure, and a website that showcases your company’s products and services. Be sure to include audio and video examples if possible. Have a number of meeting and conference marketing materials on hand.

3. Attend hiring fairs – Take advantage of meeting many agencies in one day by attending a conference. Develop a thirty-second “elevator pitch” to quickly convey your company’s mission and benefits. Be prepared to answer the question “how are you different from others?” The answers you give to this question are your differentiators, or what makes your business unique. It could be the price, the variety of products, the special services or the unique processes that make your company different from the rest.

4. Stay up to date on all federal contract opportunities. – I receive a daily email from my local PTAC (Procurement Technical Assistance Center) that lists all the contracts that are in my NAICS codes. Instead of paying hundreds or thousands of dollars for this information, the PTAC offers this service for free. Visit your local PTAC to learn about their bid matching services.

Bottom line: Once you earn SBA 8a certification, contracts don’t just show up, you have to work for them. The important thing to remember is to work smarter, not harder. Use these tips to stay focused on your goal: getting your first federal contract. And finally, don’t expect to be the main contractor on your first contract. It’s best to look for outsourcing opportunities to start with. And that goes back to building relationships with prime contractors to get you there. Good luck getting certified and getting your first federal contract.