Winning federal contracts is an expensive and arduous process. It helps if you can find someone to pave the way. The best candidate would be someone, such as a business partner or personal friend, who has a federal customer. Government small business specialists or congresspersons are usually not the best candidates to assist you.

The government gives the impression that it will pave the way for small businesses. Although federal buyers need to contract with small businesses, they are reluctant to do so if they don't have past experience with those vendors. Your congressional representative might help if there are votes or campaign contributions involved or if a project benefits your district or his or her constituents.

Although it certainly can't hurt to ask agencies like the Small Business Administration, contracting officers, or even your state senator or congressperson for help, you need to have a realistic view of what assistance might be forthcoming. Furthermore, you cannot rely on them to make sales calls for you. Counting on the government for help can divert you from making critical, direct sales calls. Don't get sidetracked by thinking that others will sell for you.

This article is an excerpt from the new book "Rolling the Dice in DC". The book is written for managers and sales people and describes the day-to-day dogfight of competing and winning in the federal market. Read this book if you want to know the good, bad, and the ugly of the federal market, what it takes to enter the market, and the potential returns.