How to win your first government contract
Practical steps that help small businesses land a first government contract: start small, go local, use set-asides, subcontract and learn from bid results.
The first contract is the hardest. After that you have past performance, the thing buyers ask about most.
Start small and local
Small purchases from cities, counties, school districts and state agencies have fewer requirements and less competition than big federal contracts. Browse bids in your state and look for short, simple jobs close to home.
Use set-asides
If you're small for your NAICS code, small business set-asides keep large companies out of the competition.
Subcontract to a prime
Large contractors often need small subcontractors, especially to meet small business goals. Being a sub builds past performance you can cite later.
Bid often and read the results
Winning is partly volume. Bid on the ones you qualify for, then request the bid tabulation or a debriefing to see winning prices. Adjust and bid again.
Get registered before you need it
Registrations take days to weeks. Finish SAM.gov and your state registration now so a good bid doesn't close while you wait.
Common questions
How long does it take to win a first government contract?
It varies, but many small businesses bid on several opportunities before the first win. Local, small-dollar bids usually move fastest.
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