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The challenge is finding out what's on Uncle Sam's shopping list so you can decide whether it's worth your company's time and effort to pursue this market. The good news is the government makes this information readily accessible through a wide range of outlets, many of which are free. Here are some of the most common methods to learn about opportunities to bid on government contracts:

• Read Commerce Business Daily~ The CBD is published Monday through Friday by the Department of Commerce and is the most common method of advertising contracting opportunities for purchases over $25,000. You can subscribe to the CBD by calling the Government Printing Office at 202-512-1800 and paying the $324 annual subscription fee. Or, you can get the CBD for free and in a more timely fashion by accessing it on the web at http://cbdnet.access.gpo.gov. Be aware that the CBD reflects only a fraction of the government's total needs, so read it faithfully, but make it only one part of your government marketing strategy.

• Register with Pro-Net~ Help procurement agents find you by registering with this free on-line database. Pro-Net is the largest small business database in the world. It is operated by the U.S. Small Business Administration, and is designed to be a one-stop-procurement shop for government purchases. You can use it as a marketing tool by profiling your business on it. Government contracting officers use it as a search engine when they're interested in making a purchase. For more on how to register with Pro-Net call the SBA at 800-827-5722.

• Introduce yourself to your customers~ Federal government purchases under $25,000 are made directly by the end users in each agency -- so get to know the people at each agency who might be interested in your product. Send brochures and letters introducing yourself, and follow up with a phone call to make an appointment. Like any of your customers, government purchasers prefer doing business with people they know and trust. Remember that selling to the government still means selling yourself and your business to people.

• Use your local Procurement Technical Assistance Center~ These centers (sometimes called PTACs or programs) are another free resource designed to assist local businesses in marketing and selling to federal and local governments. There are about 60 PTAC's located around the country. Call 409-886-0125 or 703-767-1650 for the one nearest you.

• Attend procurement seminars~ Various federal agencies offer briefings, conferences, and seminars to teach interested firms about doing business with government. In addition to learning how to engage in the process, you are likely also to find out about specific procurement opportunities. As an added bonus, you'll have an opportunity to network and make important contacts with procurement officers. Get in touch with individual government agencies, your nearest PTAC, or your local SBA office to find out about upcoming events.

• Don't overlook subcontracting and supplier opportunities~ Market your business to prime contractors, emphasizing your interest in becoming a subcontractor or supplier. The SBA publishes the Subcontracting Directory, which lists several prime contractors for multiple agencies. The GSA publishes the GSA Subcontracting Directory twice a year and the Department of Defense annually publishes Subcontracting Opportunities with DoD. In addition, many agencies publish procurement forecasts that can help identify future subcontracting opportunities, giving your business lead time to prepare a proposal.

• Consider using VANs~ Value Added Networks are private companies that gather and sort government procurement opportunities and match them with individual businesses. Some VANs are better than others, so ask each for references and samples of the types of opportunities they might pair you with before you sign up and pay for the service. Some VANs are certified by the government for electronic commerce using EDI, electronic data interchange. This certification does not guarantee the quality of the information they provide. Call the Electronic Commerce Resource Center at 800-231-2772 to get information about your nearest VANs.