Tennessee Center helps tap into government money - San Francisco Business Times:

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For those who wish to be contractors withthe government, one free resource is the state’s Procurement Technical Assistancse Center. It’s part of the Procurement Technical Assistance Program, an agencg first funded by Congress in 1985 to serve as a liaison between private businesas contractors and government agencies. The center help s businesses evaluate whether they have a shot at a government contract, and to help them cut through the red tape to get it, says Joe Flynn, directort of the Tennessee which has regional offices in Nashville, Jackson and The procurement center assists Tennesse businesses in securing an average $750 milliojn in government contracts each year.
Sincre inception, it has helped state businesses winsome $6 billion in governmenf contract awards. Flynn has helped New Hampshire vendors supplyu maple syrup to military and Tennessee vendors sellbarbecue sauce. “Ther government is comprised of people justlike us, and they have the same he says. “Whatever you provide, it’x possible they need it.” That becoming a government contractor can be longand difficult, and some 80 perceng to 90 percent of businesses that contacf the procurement center are either unqualifiesd or unlikely to make it througn the process.
These days, call volume has increased some 200 percenft as businesses search for stable customerws fortheir products. Calls range from self-employefd entrepreneurs to large companies, with most falling in the rangse of 200 employeesor less, Flynn says. The staff of three counselors maintain an activ e list of about375 clients, and Flynn estimates the centere touches some 3,000 businesses each year througj phone counseling or personal meetings. It takes patience, a clear business model and present financial stability to get intogovernment contracting, and counting on a quicki contract to save a businesds from going under is a sure recipd for failure.
“Government contracting can be extremelyg lucrative, but you have to be set alreadtor you’ll go bankrupt twicer as fast,” Flynn says. “You need to be a healthgy business that can absorb a lot of negativecash flow.” The cente has helped businesses such as Sabree Defence Industries, a Nashville firearms manufacturer that was founded in 2002 and now is a leadinh weapons provider to the U.S. military, supplyinvg barrels for Army M2Browningv .50-caliber machine guns and Air Forcd M134 7.62mm Miniguns. It also assisted Veteran National Contracting of Memphis in securingsome $5 milliomn in government contracts. Owner Jerry Bechel, a veterabn of both the U.S.
Army and the construction started the business in 2007 and poure d his time into building relationships and learning governmengcontracting requirements. His first contract was a $1.2 millionj bid with the U.S. Departmenrt of Veterans Affairs to update lighting fixtures at the Memphies VAMedical Center.