Getting Started · 7 Min Read

How To Win Your First Federal Contract

Most companies new to federal contracting don't lose because their work is weak. They lose because they bid on the wrong opportunities, too late, with no track record the evaluator can score. Here is how to approach your first win.

Get The Basics In Place

Register in SAM.gov to get your Unique Entity ID, choose the NAICS codes that match work you can prove, and check the size standard for each one. If you are eligible, look into the 8(a), WOSB, SDVOSB and HUBZone programs, and prepare a one-page capability statement.

Six Steps To Your First Federal Contract

Pick A Narrow Lane. A few NAICS codes and agencies where your experience is genuinely relevant beat a broad search.
Research Who Buys What You Sell. SAM.gov Contract Data and USAspending.gov show which offices buy your services, who the incumbents are and when contracts end.
Start Where You Can Realistically Win. Smaller set-aside awards, task orders and subcontracts are common first wins, and each one builds past performance.
Respond To Sources Sought Notices. A short, specific response introduces you to the agency and can influence whether work is set aside for small businesses.
Team Where You Are Thin. Subcontracting to a prime or teaming with a partner fills capability and past performance gaps.
Bid Selectively And Compliantly. Apply a bid/no-bid review, then follow Sections L and M exactly.

What If You Have No Federal Past Performance?

It is a common starting point, not a dead end. Relevant commercial projects, subcontract work and key personnel experience can all count, depending on how the solicitation evaluates past performance, and many solicitations state how they treat offerors with no relevant record. Read that section closely before deciding to bid.

Key Takeaways

Narrow your lane before you search.
First wins usually come from smaller awards, subcontracts and sources sought engagement.
Read how each RFP evaluates past performance before you bid.