23 and Me (And My Small Business)

Small businesses may find selling to the Department of Defense (DoD) an appealing and compelling opportunity, with billions of dollars spent in the marketplace each year. The Small Business Administration (SBA) sets annual targets for the percentage of the department’s spending that should go to small businesses. The SBA established an overall goal for 2025 of 23.17% of defense spending for small business prime contracts and a goal of 30% of all subcontracting dollars, each with four socio-economic sub-categories. These goals present rich and fertile opportunities for small and mid-sized companies seeking to expand their revenue through government contracts. Accessing the department’s funding is one of the most significant obstacles for many businesses, including new and innovative startups or suppliers seeking to increase sales. Small businesses often make the mistake of misjudging and lacking a strategic plan for entering and conducting business with the DoD. Ambitious and eager to offer their products or services, they build elaborate presentations, conjure catchy tag lines or phrases, and embark on ‘marketing tours’ to program offices with quixotic hopes of obtaining contracts. Occasionally, they hit the mark by making a connection with the program, offering a solution or product that addresses an existing programmatic need, and finagle their way into a contract. This is uncommon and usually not a reliable strategy to build upon. 

At Illumina Consulting LLC, we help companies understand the three key relationships within the defense acquisition system and develop strategies to connect with program managers and contracting offices. We guide clients to identify their department's needs for specific programs and how their company can bring value to the defense marketplace. We also assist small businesses in understanding the acquisition regulations that impact them, showing how to leverage these rules or avoid costly mistakes caused by non-compliance. Most importantly, we advise clients on creating a strong and effective strategy to engage with defense acquisition officials. The DoD greatly benefits from collaborating with small businesses, which often contribute innovative ideas to solve the plethora of problems that exist in fulfilling its mission.

Let’s collaborate to grow your business and strengthen the future defense industrial base. Contact us today.