Unlocking Government Contracts: How Black-Owned Businesses Can Secure State Opportunities
In the ever-changing landscape of entrepreneurship, Black-owned businesses must diversify their revenue streams to ensure long-term success. One often-overlooked avenue for revenue growth is government contracting—a powerful yet underutilized opportunity among small businesses.
Before diving into state contracts, it’s essential to understand how government contracting (B2G) differs from other business models:
B2C (Business-to-Consumer): You sell directly to individual customers. This model includes retail stores, personal services, and online sales.
B2B (Business-to-Business): Your company provides products or services to other businesses, such as consulting, manufacturing, or wholesale distribution.
B2G (Business-to-Government): Your business offers goods or services to federal, state, or local government entities. This process involves competitive bidding, compliance requirements, and formal registrations.
While B2C and B2B are more familiar, B2G contracts can provide stable, long-term income through state and federal contracts. However, many Black-owned businesses miss out on these opportunities due to a lack of information, preparation, and visibility.
Why Government Contracting?
Securing government contracts can:
✔️ Provide consistent revenue through multi-year agreements.
✔️ Offer credibility and recognition, positioning your business as a trusted supplier.
✔️ Create opportunities for scaling through large, high-value contracts.
✔️ Support economic empowerment by increasing Black business participation in public procurement.
Despite these advantages, government contracts are competitive. Preparation is key.
Steps to Winning State Contracts
1️⃣ Register in WEBS
The Washington Electronic Business Solution (WEBS) is the first step in becoming a state vendor. This database allows state agencies to find and contact businesses for contracting opportunities.
Action Step: Register on WEBS at des.wa.gov and add relevant commodity codes to receive bid alerts.
2️⃣ Get Certified
Black-owned businesses should get certified to qualify for set-aside contracts. The Office of Minority and Women’s Business Enterprises (OMWBE) offers free certification until June 2025.
Action Step: Apply for MWBE (Minority & Women Business Enterprise) or Veteran-Owned Business certification (if applicable) to increase visibility.
3️⃣ Understand How the State Buys
Washington State follows different purchasing methods:
Direct Buy: Small purchases (under $40K for small/veteran-owned businesses) with no formal bidding.
Agency Contracts: Competitive bidding required for purchases exceeding direct-buy limits.
Statewide Contracts: Larger, high-value contracts averaging $1 million per year.
Action Step: Research spending trends using the WA Open Checkbook at fiscal.wa.gov to see if agencies buy what you sell.
4️⃣ Find Bidding Opportunities
Contracts are posted on:
✅ des.wa.gov → "Sell to the State" section
✅ omwbe.wa.gov
✅ washingtonapex.org (formerly WA PTAC)
Action Step: Check these platforms weekly and attend procurement events to stay informed.
5️⃣ Prepare for Competitive Bidding
State contracts require detailed proposals and compliance with state regulations. Agencies evaluate bids based on:
✔️ Pricing & Value
✔️ Technical Ability
✔️ Past Performance
✔️ Social Impact & Diversity
Action Step: Work with procurement advisors or attend state contracting workshops (e.g., Tabor 100 events) for bid preparation guidance.
Join the tribe as Cedric leads. Cedric Austin, a Community Engagement Specialist with the Washington State Department of Enterprise Services (DES), is at the forefront of helping Black and minority-owned businesses navigate state contracting. With 22 years of military experience and a background in procurement, inclusivity, and equity, Cedric leads outreach efforts to bridge the gap between diverse businesses and state contracts.
✉️ Contact Cedric: Cedric.Austin@des.wa.gov
Black-owned businesses must seize the opportunity to diversify revenues through government contracting. The state is already spending money—make sure your business is in the running to win contracts!
Next Steps:
✅ Register on WEBS & get certified
✅ Research contracting opportunities
✅ Prepare bids & proposals
✅ Connect with Cedric Austin for guidance
🚀 Are you ready to grow your business with state contracts? Get started today! 👉🏾 Don’t miss out! Register now to join the Virtual Tribe Vibe o Macrh 7, 2025:
🔗 Click here to sign up
