Business & Marketing

Guide to Marketing to the DoD

Step 1: Identify Your Product or Service:

It is essential to know the Federal Supply Class or Service (FSC/SVC) codes and North American Industry Classification System (NAICS) codes for your products or services.

Step 2: Register Your Business

  • Obtain a DUNS Number: The Data Universal Number System (DUNS) Number is a unique nine character identification. If you do not have a DUNS Number, contact Dun and Bradstreet to obtain one.
  • Register with Central Contractor Registration (CCR/PRO-Net): You must be registered in Central Contractor Registration (CCR) to be awarded a contract from the DoD.

Step 3: Obtain a Contractor and Government Entity (CAGE) Code or NATO Contractor and Government Entity (NCAGE) Code

The CAGE Code (for U.S. vendors) and NCAGE Code (for foreign vendors) is a required piece of data for registering in the CCR System. If you are a vendor located in the U.S. and do not have a CAGE Code, a CAGE Code will be assigned to you when you register in the CCR System for the first time. A foreign vendor must contact its country representative to receive its NCAGE Code assignment. A list of country representatives can be found at:

  1. To look up already in use CAGE Codes, and
  2. Fill out CAGE Code DD Form 2051 to register.

Step 4: If you are a small business, explore programs with the Small Business Administration (SBA)

The SBA offers assistance and certification in preference programs to small business concerns. We encourage you to determine whether your firm qualifies for section 8(a), small disadvantaged business, HUBZone, or service-disabled veteran-owned small business certification while visiting the SBA website at This site also provides information about other SBA resources, such as Small Business Development Centers, Service Corps of Retired Executives, Women’s Business Development Centers, and Veterans Business Development. Information on all these programs is available on the DoD Office of Small Business Programs website.

Step 5: Identify Your Target Market within DoD

Research DoD Personnel & Procurement Statistics . Of particular interest to small businesses is the Standard Tabulation (ST) 28 report of products and services purchased each fiscal year by the DoD. Data on the ST28 are sorted by FSC/SVC code and provide name and location of DoD contracting offices. This report is found at the bottom of the Procurement Statistics page and can be cross-referenced with the list of Small Business Specialists within the ARMY , NAVY , AIR FORCE and other Defense Agencies (ODAs). See DoD Business Website Links

Step 6: Identify Current DoD Procurement Opportunities

Identify current procurement opportunities in your product or service area by checking the electronic version of the Federal Business Opportunities website, which can assist you in identifying DoD, as well as other Federal procurement opportunities.

Step 7: Familiarize Yourself with DoD Contracting Procedures

Be familiar with Federal Acquisition Regulations (FAR) and the Defense Federal Acquisition Regulation Supplement (DFARS)

Step 8: Investigate Federal Supply Schedule (FSS) Contracts

Many DoD purchases are, in fact, orders on Federal Supply Schedule (FSS) contracts. Contact the General Services Administration (GSA) for information on how to obtain a FSS contract.

Step 9: Seek Additional Assistance as Needed

There are several important resources that are available to assist you in the DoD marketplace:

Step 10: Explore Sub-contracting Opportunities

Regardless of your product or service it is important that you do not neglect our very large secondary market, Our guide Subcontracting Opportunities with DoD Prime Contractors. This directory provides, by state, the names and addresses of DoD prime contractors, the names and telephone numbers of Small Business Liaison Officers (SBLOs), and the products and services supplied to the DoD. The report is generated from data mined through DoD Prime Contractor’s contracts and subcontracting plans.

Step 11: Familiarize yourself with the DoD’s electronic invoicing capabilities

We encourage you to register with Wide Area Workflow (WAWF). This tool is DoD’s primary system for the electronic processing of invoices and receiving reports. By submitting your invoices and receiving reports through the Web, Electronic Data Interchange (EDI), or File Transfer Protocol (FTP), they will be routed electronically, resulting in more efficient payments to you. More information on WAWF can be found at

Step 12: Market Your Firm Well

After you have identified your customers, researched their requirements, and familiarized yourself with DoD procurement regulations and strategies, it is time to market your product or service. Present your capabilities directly to the DoD activities that buy your products or services.

AcqLinks and References:

Updated: 6/22/2018

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