How to Get Government Contracts: A Beginner's Guide

Learning how to get government contracts starts with choosing a specific service and agency, then completing the registrations needed to compete for federal prime work. Find a matching solicitation on SAM.gov, follow its instructions, and submit a complete offer by the deadline.

You do not need a past federal award to begin, but you do need a realistic offer, a clear understanding of the buyer’s requirements, and enough capacity to deliver. Start with a narrow set of services and opportunities that fit the work your business already does.

How to get government contracts: choose a market

Government buyers purchase many kinds of work, but a new contractor should focus rather than chase every opportunity. Define the services or products you can provide, the locations you can serve, and the size and complexity of work your business can handle. Consider whether your company can meet insurance, staffing, licensing, security, delivery, and cash-flow requirements.

Research which agencies buy similar work and what they have purchased before. The federal agencies and what they buy pages can help you explore buyers. You can also review past federal awards at USAspending.gov. Past awards show buying patterns, not a promise that the same work will be available again.

• Choose one or two services to pursue first.
• Identify agencies and locations that make sense for your business.
• Check whether you can meet the contract’s full scope, schedule, and compliance requirements.

Government contracting for beginners: identify your NAICS codes

NAICS codes are six-digit industry codes used to describe business activities. Federal solicitations list a NAICS code, and the SBA sets a small business size standard for each code. Your business may use more than one code when it performs different kinds of work, but choose codes that accurately describe what you sell.

Use the free NAICS code lookup to identify likely codes, then verify that they fit the work you plan to offer. A solicitation’s NAICS code and size standard matter when you assess eligibility for a small business competition. For background on becoming a government contractor for small business, review how small business opportunities and requirements work.

Complete your SAM registration

To bid on federal prime contracts, your business needs an active registration in SAM.gov. Registration is free. Third-party services that charge to register your business are not required. SAM.gov assigns a free 12-character Unique Entity ID, or UEI. A business can get a UEI without completing a full registration, but a UEI alone is not enough to bid on federal prime contracts.

For US businesses, the Defense Logistics Agency assigns a CAGE code during SAM registration. A SAM registration must be renewed every 365 days to remain active. Begin with the SAM registration steps, gather your business and banking information, and check that your registration is active before submitting an offer. For help with SAM.gov itself, contact the Federal Service Desk.

• Register directly at SAM.gov, at no cost.
• Enter business details carefully and keep them consistent with your records.
• Track your renewal date and update your information when it changes.

Find opportunities that fit your business

Federal contract opportunities are posted on SAM.gov under Contract Opportunities. Search using your service terms, NAICS codes, agency, location, and relevant set-asides. Read the full notice and attachments, not just the summary. Check the deadline, submission method, required forms, evaluation criteria, site visit details, and any amendments.

Browse open federal bids from SAM.gov to filter opportunities by industry, state, and set-aside. Compare notices with the agency’s past purchases and your capacity before deciding to pursue one. You can also ask agencies about their small business outreach or procurement forecasts, but rely on the solicitation for the binding instructions and requirements.

• Look for work that closely matches your experience and capabilities.
• Read every attachment and check for updates before submitting.
• Do not bid if you cannot satisfy a mandatory requirement or meet the delivery schedule.

Build a credible offer and set a workable price

A strong offer responds directly to what the buyer asks for. Organize it in the requested format, answer every requirement, and explain how your team will perform the work. Include relevant commercial or public-sector experience, staff qualifications, work plans, quality controls, and required forms. If you have not worked for the federal government, describe comparable work honestly rather than implying you have government experience.

Price the full cost of performance, including labor, materials, equipment, insurance, overhead, and risk. Check the contract’s pricing instructions and contract type before setting your price. A low price is not useful if it leaves you unable to deliver. For many beginners, subcontracting to an established prime can provide experience and a way to learn buyer expectations, although the prime sets its own requirements and terms.

• Use the solicitation’s evaluation factors to organize your response.
• Confirm that your price covers the complete scope and contract period.
• Submit early enough to resolve file, format, or delivery issues.

How to start government contracting with a manageable plan

Treat contracting as a sales process. Keep a calendar of relevant notices, deadlines, agency outreach events, and SAM renewal dates. Track the bids you review, why you pursued or declined them, and what you can improve in future offers. The federal fiscal year runs from October 1 through September 30, but opportunities appear throughout the year, so do not base your entire plan on one season.

Free assistance is available from APEX Accelerators, Small Business Development Centers through America’s SBDC, and SCORE mentors. These organizations can help you understand registration, research buyers, and improve your approach. SBA certifications such as 8(a), HUBZone, WOSB, EDWOSB, VOSB, and SDVOSB are applied for at no cost through MySBA Certifications; apply only if you meet the applicable eligibility requirements.

• Set aside time each week to research opportunities and follow up with buyers.
• Save reusable materials, but tailor every offer to the specific solicitation.
• Review unsuccessful bids for lessons, and keep pursuing work that fits your business.

Frequently asked questions

How do I get my first government contract with no experience?

Start with a solicitation that matches work your business has already completed for commercial or other public-sector customers. Show relevant experience accurately, follow every instruction, and consider subcontracting to build federal past performance. Free help from an APEX Accelerator or SBDC can help you prepare.

Do I need to be registered to bid on government contracts?

To bid on federal prime contracts, you need a full, active SAM.gov registration. Getting a UEI by itself does not meet that requirement. SAM registration is free, and you can use SAM.gov directly rather than paying a registration service.

How much money can you make from government contracts?

There is no set amount. Contract value and profit depend on the scope, price, costs, contract terms, and your ability to perform; an award’s value is not the same as profit. Research comparable past awards on USAspending.gov, then calculate whether the work makes business sense for you.

Can an LLC get government contracts?

Yes. An LLC can compete for government contracts if it meets the solicitation’s requirements and completes any required registration. For federal prime contracts, it needs an active, free SAM.gov registration. The LLC’s structure does not replace applicable licensing, insurance, size, or certification requirements.

How to get a government contract as a small business?

Choose work your business can perform, identify the right NAICS code, and check the solicitation’s size standard and eligibility rules. Complete SAM.gov registration for federal prime bids, then find a matching opportunity and submit a compliant offer by the deadline. Small business set-asides and certifications may be relevant when your business meets the requirements.