To win your first government contract, you get registered, look for bids that match what your business already does well, make a clear bid/no-bid decision, and submit a proposal that answers exactly what the agency asked. It is a learnable process. The Government Contracting Academy at The Ayangbah Foundation teaches it step by step, in person in San Bernardino or live online from anywhere in the U.S.
Step 1: Get registered and ready to sell
Agencies can only buy from vendors they can find and pay. For federal work, that starts with SAM.gov, where you get your Unique Entity ID and complete your registration. State, county and city buyers usually have their own vendor portals too.
Before you register, gather your business basics: legal name, address, tax information, banking details for payment, and the industry codes (NAICS codes) that describe your work. Our guide on SAM.gov registration for small businesses covers this in detail.
Step 2: Find opportunities that fit you
New contractors often chase every bid they see. That burns time. Instead, search for opportunities that match your codes, your location and your past work. Look at what agencies bought before, who won, and how often similar work comes up.
- Search federal opportunities on SAM.gov.
- Check state, county, city and school district bid portals.
- Sign up for bid alerts so opportunities come to you.
Step 3: Choose carefully with bid/no-bid
A good first win is usually a contract you can clearly deliver. Ask: Do we meet every requirement? Do we have the people, insurance and cash flow? Can we price this and still make money? If the honest answer is no, pass and wait for a better fit.
Step 4: Write a proposal that follows the instructions
Proposals are often rejected for simple reasons: a missing form, the wrong format, or a requirement left unanswered. Build a compliance matrix, answer every requirement in the order asked, and keep your writing plain and specific. Read more in writing a winning proposal for public contracts.
Step 5: Consider starting as a subcontractor
If prime contracts feel too big right now, teaming with a larger prime contractor is a smart way to build past performance. You learn how government work runs while someone else holds the prime contract.
Class details
- Government Contracting Academy: 54 hours, 9 modules, and a finished career portfolio. Modules cover how government buys, procurement and ethics, registrations and certifications including SAM.gov, finding opportunities, bid/no-bid, reading solicitations, RFPs and grant notices, proposals and grant narratives, pricing inputs, and post-award contract administration.
- Academy day cohort: Monday to Thursday, 12 to 4 PM, November 23 to December 16, 2026 (no class November 26).
- Academy evening cohort: Tuesday and Thursday, 6 to 9 PM, January 12 to March 11, 2027.
- Academy tuition: $1,497 paid in full, or 3 payments of $499.
- Friday Contracting Workshops: 2 hours every Friday, 12 to 2 PM (no workshop November 27, December 25 or January 1). Topics rotate: finding bids, reading an RFP, bid/no-bid, compliance matrices, proposal and grant narratives, SAM.gov and certifications. $97 per workshop, or a 4-pass for $297.
- Format: every class is offered in person at 255 N. D Street, Suite #200-XXVII, San Bernardino, CA 92401, or live online from anywhere in the U.S.
- Why it fits this topic: the Academy covers every step in this post, from registration to post-award, and the Friday Workshops let you practice one skill at a time.
- Funding note: Our application to California's Eligible Training Provider List is in progress. Once approved, eligible residents may have tuition paid by the county.
How to enroll
- Apply online. It takes about 2 minutes.
- Pay with the class pay link: Academy, $1,497 in full, Academy, 3 x $499, one Friday Workshop, $97, or Friday Workshop 4-pass, $297. You can also see every option on the tuition page.
- We confirm your seat within 2 business days.
Want to ask questions first? Join our free Info Session and Orientation every Monday, 5:00 to 5:45 PM Pacific, online. Register on the enroll page to get the link. Full program details are on the Contracting Academy page.
FAQ
How long does it take to win a first government contract?
It depends on your industry, your readiness and the opportunities available. Businesses that are registered, focused on the right codes and careful with bid/no-bid decisions put themselves in a stronger position. The Academy helps you build that foundation.
Do I need to register on SAM.gov to bid?
For federal contracts, yes, SAM.gov registration is generally required. State and local agencies usually have their own vendor registration, which the Academy also covers.
Can I take the Academy if I live outside California?
Yes. Every class is offered live online from anywhere in the U.S., as well as in person in downtown San Bernardino.
Questions? Call or text (909) 454-7076, or email info@ayangbahfoundation.org.