Niche Guides & Deep Dives
Selling Coatings and Finishes to the Government: A Practical Guide for Small and Mid-Sized Manufacturers
If your manufacturing company produces coatings and finishes—things like paints, primers, sealants, or specialty coatings—selling your products to the government can be a lucrative opportunity. But navigating the process isn’t always straightforward, especially if you’re new to government contracting. This guide will walk you through the basics of how small and mid-sized companies can successfully sell coatings and finishes to federal, state, or local agencies.
Understanding the Market
The federal government alone spends billions on coatings and finishes every year—on everything from aircraft and military vehicles to public buildings and parks. Many government agencies prefer to buy from qualified small or local businesses, making it an attractive market for manufacturers like you.
Why sell to the government?
Steady demand and long-term contracts
Potential for large orders and repeat business
Opportunity to grow your reputation and credibility
Getting Started: Registering and Preparing
First, ensure your company is registered in the right systems:
1. Obtain a D-U-N-S Number and Register with SAM
Every business looking to sell to the federal government must have a System for Award Management (SAM) registration. This is a free portal where you create a profile that includes your company's legal, financial, and operational details. You will also need a D-U-N-S Number, which is a unique identifier for your business issued by Dun & Bradstreet.
2. Understand Your NAICS Codes
The North American Industry Classification System (NAICS) codes categorize your industry. For coatings and finishes, relevant codes might include 325510 (Paint and Coating Manufacturing) or others depending on your specific products. Knowing your codes helps you find appropriate solicitations and qualify for set-asides.
3. Establish Your Capability Statement
A capability statement is a one-page document that quickly summarizes who you are, what you do, key differentiators, past performance, and contact info. This document is essential when reaching out to government agencies or participating in solicitations.
Finding Opportunities
Look for business opportunities in a few key places:
SAM.gov: The primary portal for federal contracting opportunities.
Agency-specific procurement sites and notices
Trade shows, industry days, and networking events
Subcontracting opportunities through larger prime contractors
Understanding Solicitation Types
Government procurement can come in several forms:
Request for Quotation (RFQ)
A simple request for pricing on specific products. Usually for smaller orders or routine purchases.
Request for Proposal (RFP)
More detailed, asking for a proposal that includes technical details, pricing, and terms. Usually for complex or large contracts.
Invitation for Bid (IFB)
Focuses primarily on price; the government chooses the lowest responsive bid that meets requirements.
Preparing Your Bid
When responding to government solicitations, pay close attention to:
Specifications and technical requirements
Delivery and lead times
Pricing and terms
Certifications or quality standards (such as ISO)
Make sure your proposal is clear, complete, and compliant. Errors or missing information can disqualify your bid. Consider partnering with a consultant or using resources like Small Business Administration (SBA) for guidance.
Meet Requirements and Qualify
The government often requires certain certifications, such as:
Small Business Certification
Environmental Certifications (like Green Seal or LEED)
Product-specific certifications
Having these in place can give you an edge and qualify you for set-aside programs designed for small or disadvantaged businesses.
Long-Term Success Tips
Build Relationships: Attend industry events and meet with government procurement officials.
Deliver Quality: Consistently meet or exceed standards; reliable delivery builds reputation.
Stay Informed: Regularly check updates on solicitations and policy changes.
Maintain Compliance: Keep certifications, registrations, and paperwork up to date.
Selling coatings and finishes to the government can be complex, but with careful preparation and persistence, it offers a consistent demand for your products and a chance to grow your business sustainably.
Resources for Further Help
By understanding the process and preparing your business properly, you can open a steady stream of government opportunities for your coatings and finishes. It might take some effort upfront, but those relationships can be valuable and long-lasting.