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How to Find & Win Government Contracts

How to Find and Win Federal Government Contracts

Finding and winning federal government contracts as a vendor involves several key steps, from identifying opportunities to submitting competitive proposals. There is a detailed guide to help you through the process located further down the page. To speed up the learning curve process, the fastest route is to answer this short questionnaire to receive expert advice and guidance.

What is the best avenue to sell my products/services to the government?

Answer a few questions about your business and we can provide you with a complimentary Federal Market Assessment to see what agencies are purchasing your goods/services, who the competition is, look at Direct Award Contracts in your industry (below $250K) and provide you a with a basic roadmap of the best avenue and vehicles for your company to focus on to successfully sell goods/services to the government.

After submitting this form, a CRS (Certified Registration Specialist) will reach out within 24 hours for a 15 minute informational conversation where you can ask as many questions as you like. If considering government contracting at all, or have attempted to do so without such guidance or advice; do not skip this important step as it truly makes a difference of knowing where, what and how to focus on what's most important for your success when offering goods/services to the government. This short conversation will speed up your learning curve and set you up and prepare you for success. Utilize credible resources that are available to you.

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Step 1: Preparation and Registration

  1. Understand Your Market: Research the types of products or services the federal government buys and identify where your business fits in.
  2. UEI (Unique Entity Identifier): Obtain a UEI number prior to completing the SAM Registration.
  3. Register in SAM: Register your business in the System for Award Management (SAM). This is necessary to do business with the federal government.
  4. Identify NAICS Codes: Determine your North American Industry Classification System (NAICS) codes, which classify your business’s products or services.
  5. Certifications: Obtain any relevant certifications (e.g., 8(a) Business Development, HUBZone, Women-Owned Small Business, Service-Disabled Veteran-Owned Small Business).

Step 2: Develop a Strategy

  1. Capabilities Statement: Create a capabilities statement that clearly outlines your company’s expertise, experience, and unique strengths.
  2. Market Research: Utilize resources like the Federal Procurement Data System (FPDS) to research past contract awards and understand the competition.
  3. Networking: Attend industry events, government conferences, and matchmaking sessions to connect with government buyers and other contractors.

Step 3: Finding Opportunities

  1. Search for federal contracting opportunities.
  2. FedBizOpps: Part of, it lists federal business opportunities.
  3. GSA Schedules: Look into obtaining a General Services Administration (GSA) Schedule, which allows federal agencies to buy your products or services directly.
  4. Subcontracting Opportunities: Check the Subcontracting Network (SubNet) for opportunities to work with prime contractors on federal projects.
  5. Agency Websites: Visit specific agency procurement websites to find additional opportunities.
  6. SBA Profile/DSBS Profiles: Make sure to complete setting up both profiles with links to an online Capabilities Statement to meet the requirements as a Certified Small Business and be listed in these searchable databases used by Contracting Officers and Prime Vendors.

Step 4: Responding to Solicitations

  1. Read Solicitations Carefully: Thoroughly read the Request for Proposal (RFP), Request for Quotation (RFQ), or Invitation for Bid (IFB) to understand the requirements.
  2. Compliance: Ensure your proposal meets all the requirements and includes all requested information.
  3. Competitive Pricing: Provide competitive pricing while ensuring you can deliver the required quality and service.
  4. Technical Proposal: Highlight your technical expertise and how you will meet the project’s objectives.
  5. Past Performance: Include relevant past performance information to demonstrate your ability to deliver on similar contracts.

Step 5: Submit Your Proposal

  1. Follow Instructions: Adhere strictly to the submission instructions provided in the solicitation.
  2. Timely Submission: Ensure your proposal is submitted by the deadline.
  3. Use Electronic Systems: Many federal agencies use electronic procurement systems, so be prepared to submit proposals electronically.

Step 6: After Submission

  1. Follow Up: Follow up to confirm receipt of your proposal.
  2. Be Prepared for Clarifications: Be ready to provide any additional information or clarifications if requested by the contracting agency.
  3. Debriefing: If you are not awarded the contract, request a debriefing to understand why and how you can improve future proposals.

Step 7: Win and Manage the Contract

  1. Contract Award: If awarded, review the contract terms thoroughly.
  2. Project Management: Implement strong project management practices to ensure you meet all contract requirements and deliverables.
  3. Performance Monitoring: Regularly monitor and document your performance to ensure compliance and facilitate positive evaluations.

Additional Tips

  • Leverage PTACs: Procurement Technical Assistance Centers (PTACs) offer free or low-cost help in finding and bidding on government contracts.
  • Stay Informed: Regularly check for updates on federal procurement regulations and opportunities.
  • Build Relationships: Establish and maintain good relationships with contracting officers and other key personnel within the agencies you wish to do business with.
  • Professional Filing Services: Utilize the servicess of a CRS (Certified Registration Specialist) offered by firms like USBRI where the CRS handles the processing of the registrations, certifications and guides you on the path to becoming a successful government contractor.

By following these steps and leveraging available resources, you can effectively find and win federal government contracts.