Selling to Large Corporations and the Government

Entering a supply chain

Government agencies and large corporations buy the same types of things most businesses do; professional services, supplies, landscaping services and so on.  Selling to government agencies can be tricky though, and that’s where Procurement Technical Assistance Centers (PTAC) come in to play.   PTAC offices provide small businesses throughout the region with assistance in submitting and understanding bidding opportunities and contracts.   In West Virginia, the designated PTAC is the Regional Contracting Assistance Center (RCAC).

RCAC Headquarters

1116 Smith Street, Suite 202

Charleston, West Virginia 25301

Phone: (304) 344-2546

RCAC currently services the entire state of West Virginia.

Our Procurement Counselors serve the following counties:

Northern Counties – Dr. Shana Nicholson (304-534-8833)

Eastern Counties – Kelly Cortright (304-821-4533)

Mid-Southern Counties – Kendra Priddy, McKenzie Greer and Mary Hedrick (304-344-2546)

Selling to the Government  Government contracts are a tremendous financial opportunity for small businesses and the Small Business Administration (SBA) offers a variety of assistance to help entrepreneurs ready to take this step.    The federal government is the largest consumers of goods and services in the world and, as such, buys all types of products and services — in both large and small quantities.  By law, the government is required to consider buying from small businesses.

The government wants to buy from small businesses for several reasons, including:

  • Ensure that large businesses don’t “muscle out” small businesses
  • Gain access to the new ideas that small businesses provide
  • Support small businesses as engines of economic development and job creation
  • Offer opportunities to disadvantaged socio-economic groups


Becoming certified

Certification programs can help you market your business to both large business and governments. Many large corporations and governmental entities set-aside a percentage of their purchasing contracts for small businesses, minority and/or women owned businesses. Becoming “certified” as one or more of these types of businesses enables a company to bid on contracting opportunities. offers a description of certification.

Most government entities will require a company to at least go through a streamlined or shortened verification process that is specific to that agency. Certification can take from 30-90 days.

Resource organizations that assist in procurement and certification can be found in the Resource Navigator.


Business to Business Sales

Another growth opportunity for sales is selling to other businesses that need your particular product or service.   Whether it is parts for machinery, custodial services or hiring services, there are many opportunities for local businesses to sell to the other businesses in their area.   Large corporations located near you often have a goal of sourcing part of their needs from local companies, so that creates another business opportunity.   A good place to locate these opportunities is the Robert C. Byrd Institute B2B site. The Business to Business Marketplace connects manufacturers of all sizes so they can compete more effectively in the marketplace.