What this guide covers
What you must hold merely to bid on a federal contract, the programmes reserved for small businesses, and the constraints specific to defence. A central subject in Orlando, which concentrates a significant share of the simulation and military training industry.
What exists
Supplier registration
Required for any federal contract, through SAM.gov, with a unique entity identifier. Free, and renewed periodically.
Set-aside programmes
A share of contracts is reserved for small businesses and certain categories. Eligibility depends on size and ownership criteria, and self-certification is binding.
Facility clearance
Required for classified contracts. It covers the company and the individuals, cannot be obtained alone, and foreign ownership receives particular scrutiny.
Subcontracting
The most common entry route: becoming a supplier to a prime already holding the contract, rather than bidding directly. Compliance requirements cascade down the contracts.
What surprises people arriving from Europe or Quebec
The timeline is not a tender’s but an accreditation’s. Between registration, certifications and, where applicable, clearance, more than a year often passes before you can answer a first serious solicitation.
Where it gets complicated
Foreign ownership is examined for anything touching defence. A subsidiary controlled from Europe can be required to adopt particular governance measures, or be excluded from certain scopes. This is to be checked before investing in a sales effort.
Official sources
- SAM.gov, federal supplier registration
- U.S. Small Business Administration, federal contracting
- Defense Counterintelligence and Security Agency
- Florida PTAC, procurement support
What French Executive Network can do
Introduce you to the French-speaking business lawyers, accountants and tax advisers in the network who handle this subject, and to the members who have already been through it.