Learning how to get government contracts is one of the fastest ways for a small business to grow. Federal, state and local agencies buy everything from janitorial services, trucking and construction to IT, training and consulting, and the federal government sets a goal of awarding about 23% of its prime contract dollars to small businesses every year. Here is the step-by-step path we teach in our Government Contracting Academy.
Step 1: Get your business ready
Agencies want vendors who are registered, insured and able to deliver. Before you chase bids, make sure your business license, EIN, business bank account, insurance and any trade licenses are current. Write down exactly what you sell, where you can work and how big a job you can handle.
Step 2: Register in SAM.gov and get your UEI
SAM.gov is the free federal registration every contractor needs. Registering gives you a Unique Entity ID (UEI), and it must be renewed every year. Never pay a third party to register you. Follow our free SAM.gov registration guide.
Step 3: Find your NAICS codes
NAICS codes describe what your business does. Agencies use them to search for vendors and to decide which contracts are set aside for small businesses. Pick a primary code and a few related codes that match the work you actually perform.
Step 4: Check small business certifications
Certifications can open doors to set-aside contracts. Common federal programs include 8(a), Women-Owned Small Business (WOSB), HUBZone and Service-Disabled Veteran-Owned (SDVOSB). States and cities run their own programs too. In California, see our guide to small business certification in California.
Step 5: Write a capability statement
A capability statement is a one-page resume for your company: core competencies, past performance, differentiators, NAICS codes, UEI and contact details. You will hand it to buyers, primes and small business liaisons. Learn how to write a capability statement.
Step 6: Find bids
Federal: search Contract Opportunities on SAM.gov by your NAICS codes.
State: register on your state procurement portal (in California, Cal eProcure).
Local: cities, counties, school districts and transit agencies post bids on their own portals.
Primes: large contractors post subcontracting opportunities and need small business partners.
Step 7: Read the RFP and decide bid or no-bid
Not every bid is worth chasing. Check the scope, deadline, evaluation criteria, insurance and bonding requirements, and whether you can price it profitably. See our guides to RFP vs RFQ vs IFB and the bid/no-bid decision.
Step 8: Write a compliant proposal
Most proposals lose on compliance, not price. Answer every requirement in the order the agency asks, follow page limits and formatting exactly, and submit early. A proposal compliance matrix keeps you from missing anything.
Step 9: Start small and build past performance
Your first win is often a small purchase, a local contract or a subcontract with a prime contractor. Each completed job becomes past performance that helps you win the next, larger contract.
Get hands-on help
Our Government Contracting Academy (GOV 101) walks you through every step above in 54 hours, live online from anywhere in the U.S. or in person in downtown San Bernardino. Tuition is $1,497, or 3 payments of $499. Prefer a shorter start? Join a Friday Contracting Workshop for $97.
Enroll now or join our free online info session any Monday at 5:00 p.m. Pacific. Questions? Call or text (909) 454-7076.
FAQ
How do I get my first government contract?
Register in SAM.gov, choose your NAICS codes, write a capability statement, then bid on small local or federal opportunities and subcontracts that match your work.
Is SAM.gov registration free?
Yes. Registering in SAM.gov and getting a UEI is free. Never pay a website to register you.
Can a new business win government contracts?
Yes. Many new businesses start with small purchases, set-asides and subcontracts with prime contractors to build past performance.