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Creating a Compelling CCR Profile

For companies hoping to land a piece of the government procurement pie, the Central Contractor Registration (CCR) is step one in that process. The CCR is used by government agencies to help match companies with government contracts, and every company that pursuing a government contract must register with the CCR. “The CCR is an important part of the procurement process,” says Judy Bradt, CEO of government contracting strategic advisor Summit Insight.

Here are a few ways to make sure your company’s profile stands out from the rest.

Be prepared. Before you begin filling your CCR profile, make sure you have all the information you’ll need close at hand. That includes all of the basic information about your company the CCR requires, from the legal name of the business and its DUNS number to accurate revenue figures and employee numbers. Check out open.com/governmentcontracts for a detailed look at the process of applying for a government contract -- including what you’ll need for the CCR. The CCR User’s Guide [www.bpn.gov/ccr/doc/CCRUsersGuide.pdf] also offers in-depth information on what companies need to include in their registration. “If you can pull together all that information beforehand, the registration process should only take 20 minutes or so,” says Bradt.

Bradt recommends creating an electronic document to store all of this information, as well as other details such as special designations or certifications your company holds. Many large contractors require additional registrations that include similar or even identical information as the CCR; a document with your company’s relevant information can speed the process of filling out multiple documents. “The process of filling out the CCR is an object lesson that victory goes to the well-prepared,” says Bradt.

Choose your code: Every CCR registrant must classify its business with one or more NAICS (North American Industry Classification System) codes. Bradt says taking the time to choose the right codes will help your company get noticed by agencies searching for contractors.

If you’re unsure which codes to use, check up on your competitors’ CCR profiles. Select all the codes that apply to your firm: For example, a company that manufactures car seats would want to choose the code for “Motor Vehicle Seating and Interior Trim Manufacturing” as well as the more general “Other Motor Vehicle Parts Manufacturing” classification. “You want to make sure you choose a full selection of NAICS codes so you don’t get missed by searches,” says Bradt.

Highlight past performance: The section of the CCR profile on past performance is a great place to display your company’s expertise in a particular areas. Bradt recommends being selective when choosing which projects to highlight. “Make sure you put only the past performance related to the kind of government work you want to win, because that’s what will be relevant,” she says.

When describing your company’s past performance, list details about the project, including the prime contractor or any other partners as well as the nature of the project. However, don’t list phone numbers or emails for any of the contacts at the contracting agencies: Competitors looking through your file may use that information to move in on your existing relationships. Also make sure to include any projects in which your company participated as a subcontractor. “If you subbed to Lockheed Martin on a Marine Corps contract, for instance, that can boost your company’s credibility,” says Bradt.

Keep it current: You are required to renew your CCR profile every 12 months, but Bradt recommends updating it much more frequently. She suggests making changes if you add employees, land a new contract or open a new location. “If your company is based in Chicago and just opened a new office in New Jersey, make sure you mention that—especially if you’re trying to market yourself as a contractor on the East Coast,” says Bradt.

Remember that your CCR profile is not simply a database entry. It’s almost like an ad for your company, and will be your only chance at a first impression for a wealth of potential clients. Treat it as such, and you’ll maximize your chances of winning business.

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