Unlocking Federal Contracts: 7 Winning Steps for Charlotte County Businesses


April 7th, 2025

Why Federal Contracting Should Be on Your Radar

Let’s start with a simple question:
What if you could turn your Charlotte County business into a trusted supplier for the U.S. government?

Did you know that twenty-four (24) Charlotte County Based Businesses were awarded Federal contracts totaling $281,852,706. (Note: This is an increase of $57,542,180 from FY 2023)

Sounds ambitious, right? But it’s more doable than you think.
👉 Watch Mark Odell explain it in his presentation.

Federal contracting isn’t just for Fortune 500 giants. Local businesses like yours — manufacturers, logistics providers, professional services — have real opportunities.

Mark Odell, Charlotte County’s Business Retention and Expansion Manager, puts it clearly: “Federal contracts give small businesses long-term income, stability, and growth.”

And the numbers back him up.

The U.S. government is the largest customer in the world. In 2023 alone, they spent over $694 billion on contracts (USA Spending).

Better yet, at least 23% of prime contracts are earmarked for small businesses (SBA).

So if you thought federal contracting was out of reach, think again. Charlotte County businesses are perfectly positioned to get a slice of this massive opportunity.

Key Takeaway:
Federal contracts create dependable, long-term revenue streams for businesses of all sizes — including yours.

What is Federal Contracting and Why Does It Matter?

In simple terms, federal contracting means selling your goods or services to the U.S. government.

It could look like:

  • Manufacturing parts for military vehicles.

  • Providing IT or cybersecurity services.

  • Supplying materials for federal construction projects.

  • Offering consulting services to government agencies.

Mark Odell emphasized this in his presentation: “Federal contracts allow businesses to diversify and stabilize their income streams.”

What’s more, these contracts tend to be:

  • Multi-year agreements

  • Recession-resistant

  • Scalable — start small, grow over time

Even small businesses can get started with micro-purchases (under $10,000) or simplified acquisitions (under $250,000).

Pro Tip:
Bid on smaller contracts first. They build your experience and credibility, opening doors to larger opportunities later.

How Mark Odell Frames Federal Opportunities for Local Businesses

Mark believes Charlotte County is especially well positioned for federal contracting.

Here’s why:

  1. Excellent Infrastructure: Proximity to ports, airports, and highways makes deliveries fast and reliable.

  2. Strong Community Support: Resources like the Economic Development Office and Florida APEX Accelerator (formerly PTAC) guide you through the process.

  3. Growing Market Demand: Florida hosts multiple military bases and federal agencies actively seeking suppliers.

Mark summed it up well: “Federal contracting is about preparation and relationships. And Charlotte County businesses have both.”

Key Takeaway:
Your location and local support system give you a clear advantage.

Location, Infrastructure, and Logistics Tailored for Federal Work

Federal buyers value fast, reliable delivery. Charlotte County provides exactly that.

Here’s what you get:

  • Easy access to I-75, a major shipping corridor.

  • Proximity to Southwest Florida International Airport.

  • Nearby deepwater ports like Manatee.

  • Robust internet and utility infrastructure.

Mark called this “logistics gold” in his presentation. He’s right.

These advantages mean:

  • Shorter lead times.

  • Lower transportation costs.

  • Reliable supply chains.

Pro Tip:
Highlight your location benefits in your proposals. Federal buyers pay attention.

The Power of Proximity to Federal Markets

Location isn’t just about shipping — it’s about access to decision-makers.

Charlotte County sits near:

  • MacDill Air Force Base in Tampa.

  • U.S. Southern Command in Miami.

  • Cape Canaveral and other Space Coast hubs.

Mark explained, “Procurement officers prefer vendors they can visit and trust.”

Proximity builds relationships. And relationships win contracts.

Key Takeaway:
Your location isn’t just convenient — it’s a competitive advantage.

Site Selection Tools for Federal Vendors

If you’re scaling up for federal work, your facility matters.

Mark recommends using Cleared4Takeoff, Charlotte County’s property search tool.

With it, you can:

  • Filter for industrial properties.

  • See proximity to transport hubs.

  • Plan for future expansion.

Pro Tip:
Engage the Economic Development Office early. They’ll align your facility with your federal contracting goals.

Certifications That Unlock Federal Doors

Certifications are your golden ticket to set-aside contracts.

Consider:

  • 8(a) Business Development Program (SBA)

  • Service-Disabled Veteran-Owned Small Business (SBA)

  • Women-Owned Small Business Program (SBA)

  • HUB Zone

Mark emphasized: “Certifications open doors others can’t walk through.”

Florida APEX Accelerator (formerly PTAC) can guide you through certification, step by step.

Key Takeaway:
Certifications give you access to exclusive federal opportunities. Don’t miss out.

Building Your Contracting Toolkit

Before bidding, assemble your toolkit:

  • Unique Entity Identifier (UEI)

  • SAM.gov registration (SAM)

  • NAICS codes to define your services

  • Capability statement — your one-page business résumé

Your capability statement should include:

  • What you do

  • Past performance

  • Certifications

  • Contact information

Pro Tip:
Florida APEX Accelerator (formerly PTAC) offers free help to perfect your capability statement (Florida APEX).

Registering in SAM.gov: Your First Step

SAM.gov is your gateway to federal contracting.

Through SAM.gov, you:

  • Create your profile

  • Enter your UEI and NAICS codes

  • Certify small business status

  • Complete required federal forms

Mark cautioned: “Complete your SAM.gov profile carefully. Mistakes cause delays.”

Pro Tip:
Get help from Florida APEX Accelerator during registration. It’s free and saves time.

NAICS Codes and Capability Statements Explained

NAICS codes tell the government what you do.

Common Charlotte County codes:

  • 23 — Construction

  • 31-33 — Manufacturing

  • 48-49 — Transportation and Warehousing

Your capability statement is your elevator pitch. Keep it:

  • Short (1 page)

  • Focused on results

  • Easy to read

Pro Tip:
Update your statement regularly as you complete new projects.

Developing a Winning Past Performance Portfolio

Federal buyers love proof.

Your portfolio can include:

  • Private sector projects

  • Subcontractor roles

  • Local government work

  • Testimonials and references

Mark’s advice: “Start small, deliver excellence, and build from there.”

Pro Tip:
Request formal performance reviews on completed projects. They carry weight.

How Charlotte County Supports Federal Contracting Growth

Local resources are your launchpad.

Charlotte County Economic Development Office offers:

  • Site selection assistance

  • Workforce development

  • Introductions to Florida APEX Accelerator

Mark’s promise: “We’re your partners in federal contracting success.”

Key Takeaway:
Leverage local support. It accelerates your journey.

Connecting with Florida APEX Accelerator and SBA Resources

Your best allies:

  • Florida APEX Accelerator: Free coaching, bid matching, and proposal reviews (Florida APEX)

  • SBA: Certification assistance and small business programs (SBA Contracting Guide)

Mark recommends: “Don’t go it alone. Use these resources.”

Pro Tip:
Sign up for Florida APEX Accelerator bid-matching services to save time.

How to Search and Bid for Federal Contracts

Use these tools:

  • SAM.gov — Primary search portal

  • FPDS.gov — Historical contract data

  • Agency forecasts — Future opportunities

Mark advised: “Set up daily alerts on SAM.gov. Stay ahead of the competition.”

Pro Tip:
Work with Florida APEX Accelerator to decode solicitations.

Understanding RFIs, RFPs, and RFQs

Know the terms:

  • RFI: Request for Information

  • RFP: Request for Proposal

  • RFQ: Request for Quotation

Mark emphasized: “Responding to an RFI starts the conversation with buyers.”

Key Takeaway:
Always treat RFIs as your chance to shine.

Crafting Proposals that Win Contracts

Your proposal must:

  • Follow instructions exactly

  • Be clear and compliant

  • Highlight your strengths and certifications

Mark warned: “Don’t wait until the last minute. Review thoroughly.”

Pro Tip:
Have Florida APEX Accelerator review your proposal before submission.

Pricing Strategies and Compliance

Price smart:

  • Be competitive but sustainable

  • Understand allowable costs

  • Stay compliant with federal pricing rules

Mark noted: “Undercutting can hurt long-term. Price for success.”

Key Takeaway:
Balance affordability with profitability.

Avoiding Common Mistakes in Proposals

Common pitfalls:

  • Missing deadlines

  • Incomplete responses

  • Ignoring evaluation criteria

Mark’s rule: “Triple-check every section before submission.”

Pro Tip:
Use a checklist for every proposal.

Building Strategic Partnerships for Larger Contracts

Consider teaming:

  • Mentor-Protégé Program (SBA)

  • Joint ventures

  • Subcontracting with prime contractors

Mark emphasized: “Teaming expands your capacity and opens bigger doors.”

Charlotte County Businesses Winning Federal Contracts

Local success stories include:

  • Logistics firms serving FEMA

  • Manufacturers supplying military components

Mark shared: “They started local — now they’re national players.”

Key Takeaway:
Charlotte County businesses are already winning. You can too.

Lessons from the Field: Mark Odell’s Insights

Mark’s top advice:

  • Be persistent.

  • Use local resources.

  • Stay compliant.

“Start today,” he urges. “The sooner you begin, the sooner you win.”

Staying Compliant and Exceeding Expectations

After you win, deliver excellence.

Mark advises:

  • Meet deadlines

  • Exceed expectations

  • Request feedback

Pro Tip:
Maintain great records for audits and future bids.

Continuous Improvement and Feedback Loops

Learn from every bid.

Win or lose, request feedback:

  • Why did you win?

  • How can you improve?

Mark’s mantra: “Every bid is a learning opportunity.”

Training, Webinars, and Tools for Contractors

Stay sharp:

  • Florida APEX Accelerator offers regular webinars (Florida APEX)

  • SBA hosts training events

  • Industry groups provide insights

Key Takeaway:
Invest in your knowledge. It pays dividends.

Local Networking and Support Events

Don’t miss:

  • Charlotte County business mixers

  • Federal agency outreach events

  • Trade shows and expos

Pro Tip:
Attend events hosted by the Economic Development Office to network.

Free Resources to Sharpen Your Competitive Edge

Your resource list:

Use them!

FAQs

Do small businesses really win federal contracts?
Yes! Billions go to small businesses every year.

How do I start?
Register on SAM.gov and contact Florida APEX Accelerator.

Do I need certifications?
Not always, but they help. Consider 8(a), veteran-owned, or woman-owned certifications.

What if I’ve never worked with the government before?
Start small. Work with Florida APEX Accelerator to build experience.

Is Charlotte County a good location for federal contracting?
Absolutely. Proximity to ports, airports, and federal markets gives you an edge.

Conclusion: Your Next Move Toward Federal Contracting Success

Federal contracting is a real, powerful path to growth.

With Charlotte County’s resources, Mark Odell’s roadmap, and the right strategy, your business can succeed at the federal level.

So, what’s your next move?

✅ Register at SAM.gov
X – Contact Florida APEX Accelerator
✅ Connect with the Charlotte County Economic Development team
X – And start bidding!

The world’s biggest customer is waiting.