The Right Way to Use Small Business Certifications
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The Right Way to Use Small Business Certifications
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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: these programs are being watched more closely than ever.
That’s not necessarily a bad thing.
It’s a reminder that certifications were never meant to replace value — they were designed to highlight it.
In government contracting, the sequence matters:
Start with value. Build a business that solves a real problem for an agency.
Learn the mission. Work with the government during market research and pre-solicitation to shape requirements.
Position early. Once you’ve established credibility, then a certification can help move the needle — slightly.
Used the right way, certifications can still be a force multiplier.
Used too early, they can become a crutch that hides a weak value proposition.
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.
The businesses that focus on solving mission problems first will be the ones that benefit most from these programs in the long run.
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