<p>From 8(a) reviews and HUBZone audits to new verification standards for woman-owned and veteran-owned businesses, there’s a clear message coming from Washington: <strong>these programs are being watched more closely than ever.</strong></p><p>That’s not necessarily a bad thing.</p><p>It’s a reminder that certifications were never meant to replace value — they were designed to highlight it.</p><p>In government contracting, the sequence matters:</p><ol><li><p><strong>Start with value.</strong> Build a business that solves a real problem for an agency.</p></li><li><p><strong>Learn the mission.</strong> Work with the government during market research and pre-solicitation to shape requirements.</p></li><li><p><strong>Position early.</strong> Once you’ve established credibility, <em>then</em> a certification can help move the needle — slightly.</p></li></ol><p>Used the right way, certifications can still be a force multiplier.<br>Used too early, they can become a crutch that hides a weak value proposition.</p><p>As I mention in this week’s video, contracting officers don’t award contracts because you’re certified — they award them because you deliver results.<br>The businesses that focus on solving mission problems first will be the ones that benefit most from these programs in the long run. </p><p><br></p><p>Interested in selling to the US government? Watch our free training to understand how to build a government contracting business profitably: https://www.govclose.com/watch-sales-certification</p><p><br></p><p><br></p>

GovClose | Start Winning Government Contracts

Richard C. Howard

The Right Way to Use Small Business Certifications

NOV 11, 202521 MIN
GovClose | Start Winning Government Contracts

The Right Way to Use Small Business Certifications

NOV 11, 202521 MIN

Description

<p>From 8(a) reviews and HUBZone audits to new verification standards for woman-owned and veteran-owned businesses, there’s a clear message coming from Washington: <strong>these programs are being watched more closely than ever.</strong></p><p>That’s not necessarily a bad thing.</p><p>It’s a reminder that certifications were never meant to replace value — they were designed to highlight it.</p><p>In government contracting, the sequence matters:</p><ol><li><p><strong>Start with value.</strong> Build a business that solves a real problem for an agency.</p></li><li><p><strong>Learn the mission.</strong> Work with the government during market research and pre-solicitation to shape requirements.</p></li><li><p><strong>Position early.</strong> Once you’ve established credibility, <em>then</em> a certification can help move the needle — slightly.</p></li></ol><p>Used the right way, certifications can still be a force multiplier.<br>Used too early, they can become a crutch that hides a weak value proposition.</p><p>As I mention in this week’s video, contracting officers don’t award contracts because you’re certified — they award them because you deliver results.<br>The businesses that focus on solving mission problems first will be the ones that benefit most from these programs in the long run. </p><p><br></p><p>Interested in selling to the US government? Watch our free training to understand how to build a government contracting business profitably: https://www.govclose.com/watch-sales-certification</p><p><br></p><p><br></p>