The Legal Mandate You Can Enforce
The Veterans Benefits, Health Care, and Information Technology Act mandates that the Department of Veterans Affairs give SDVOSB companies the first opportunity to bid on contracts when at least two qualified SDVOSBs can perform the work at a fair and reasonable price.
This is not a preference. It is a legal requirement. And it has teeth — SDVOSBs have successfully protested VA contracts to the GAO when the VA awarded to non-SDVOSBs on work where two or more SDVOSBs could have performed.
Where VA SDVOSBs Are Concentrated
The VA's highest SDVOSB spending is in IT services, construction and facilities, medical equipment, professional services, and logistics. The Veterans Health Administration and Veterans Benefits Administration are the two largest buyers.
By region, the largest VA contracting hubs are the VA Central Office in Washington DC, the Veterans Integrated Service Networks (VISNs), and individual VA Medical Centers. Each VAMC has its own contracting office and its own contracting officers. Building a relationship with the contracting officer at your regional VAMC is often more valuable than pursuing national contracts you have no relationship to support.
The Three Moves Most SDVOSBs Never Make
Verify your status in VetCert. The SBA's Veteran Small Business Certification program is the mandatory verification system for VA SDVOSB set-asides. If you are not verified in VetCert, you cannot compete for VA SDVOSB set-asides regardless of your self-certification. This is the most common reason qualified SDVOSBs get rejected.
Contact the local VAMC Contracting Officer. Find the procurement page for your regional VA Medical Center. Look up the contracting officer for facilities, IT, or whatever your specialty is. Call them. Introduce your company. Ask what upcoming requirements they have. Ask when they hold small business outreach events. Most COs at VMCs will take a 20-minute call from a qualified SDVOSB — they need you to hit their mandated goals.
Respond to every VA Sources Sought in your NAICS. The VA posts Sources Sought notices before competitive SDVOSB solicitations to confirm at least two qualified companies exist. Your response gets you on the contracting officer's radar before the solicitation drops. This is how the same SDVOSBs keep getting invited to compete.
How Marcus Targets VA Contracts
When your Business Profile shows SDVOSB certification, Marcus filters contract results to prioritize VA SDVOSB set-asides. He identifies the specific VA program offices that spend in your NAICS, the VISN regions with the highest SDVOSB activity, and the contracting officers to contact first. He writes the outreach email. The 72-hour attack protocol for VA contracts is built in.