How to Win Army Government Contracts as a Small Business

Think landing an Army contract is out of reach for small businesses? Think again—the Army wants you! The Army’s massive budget and procurement system can feel intimidating for a small business owner. However, the Army actively seeks small businesses to fulfill specific needs, creating substantial opportunities for those willing to take the plunge. With the right strategy, understanding, and resources, winning Army contracts is not only possible but can also be a game-changer for your business.

Why the Army Wants to Work with Small Businesses

The Department of Defense (DoD), including the Army, is committed to ensuring small businesses play a significant role in government procurement. The Small Business Act requires government agencies to allocate a percentage of their contracts to small businesses. The Army’s Small Business Program goes beyond meeting quotas; it strives to foster innovation, efficiency, and competition by partnering with small enterprises.

In fiscal year 2022, the DoD awarded over $90 billion to small businesses, and the Army accounted for a significant share of that spending. Small businesses are often nimble, innovative, and cost-effective—qualities that the Army values highly.

Types of Contracts the Army Offers

The Army’s procurement needs are vast, ranging from cutting-edge technology to everyday goods and services. Common types of contracts include:

• Construction and Maintenance: Building facilities, maintaining infrastructure, and related services.
• Technology and Innovation: Cybersecurity solutions, software development, and advanced technology applications.
• Logistics and Transportation: Moving personnel, equipment, and supplies domestically and internationally.
• Professional Services: Consulting, training, and administrative support.
• Manufacturing: Producing uniforms, vehicles, and other military equipment.

Understanding the scope of Army contracts can help you identify where your business’s capabilities align with their needs.

How to Get Started

1. Understand the Basics of Government Contracting

Before diving into Army-specific opportunities, familiarize yourself with government contracting fundamentals. Key steps include:

• Obtain a Cage Code and UEI Number | Register in SAM.gov: Ensure your business is registered in the System for Award Management (SAM.gov). This database is where contracting officers search for vendors. Our clients enjoy SAM registration assistance because we ensure compliance, and a SAM/DSBS profile optimized for performance.
• Understand NAICS Codes: Identify the North American Industry Classification System (NAICS) codes that match your products or services.
• Build a Capability Statement: Create a concise document highlighting your company’s capabilities, past performance, and differentiators. FedBiz Access creates the industry’s best capability statements, designed in the preferred government format.

2. Focus on Small Business Certifications

Small business certifications can significantly improve your chances of winning contracts. The Army prioritizes working with businesses that hold socio-economic certifications, such as:

• 8(a) Business Development Program
• HUBZone Certification
• Service-Disabled Veteran-Owned Small Business (SDVOSB)
• Women-Owned Small Business (WOSB)

These certifications provide access to set-aside contracts, sole-source awards, and other benefits.

3. Leverage Army-Specific Resources

The Army provides dedicated resources for small businesses, including:

• Army’s Office of Small Business Programs (OSBP): This office offers guidance, training, and support tailored to small businesses.
• Procurement Technical Assistance Centers (PTACs): While FedBiz Access provides enhanced hands-on solutions, PTACs can offer initial guidance on working with the Army.
• Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) Programs: These programs fund research and development projects for small businesses.

Finding Army Contract Opportunities

Identifying the right opportunities is crucial. Here are some key strategies:

1. Use SAM.gov

SAM.gov is the primary portal for federal contract opportunities. Use its advanced search features to filter Army-specific solicitations based on your NAICS codes and capabilities.

2. Explore the FedBiz Access Market Intel Database

FedBiz Access’s Market Intel Database simplifies the search process. It provides instant access to open opportunities, upcoming solicitations, and ‘hidden’ future opportunities. With tailored insights into Army procurement trends, you can strategically position your business for success.

3. Network with Contracting Officers

Building relationships with Army contracting officers can give you a competitive edge. Attend industry events, participate in matchmaking sessions, and make your presence known at small business fairs.

4. Team with Other Businesses

Teaming with a larger prime contractor or another small business can help you gain experience and credibility. Joint ventures and subcontracting opportunities are excellent pathways to enter the Army contracting space.

Strategies for Success

1. Understand the Army’s Mission and Needs

Research the Army’s current priorities, missions, and strategic goals. Tailor your proposals to address these specific needs. For instance, if cybersecurity is a top priority, highlight how your services contribute to enhanced security measures.

2. Prepare Competitive Proposals

Army contracts are awarded based on best value, not just the lowest price. Your proposals should:

• Clearly demonstrate your expertise and value.
• Include a detailed plan for fulfilling the contract’s requirements.
• Highlight past performance and client testimonials.

3. Stay Compliant

The Army’s procurement process is governed by strict regulations. Ensure you adhere to all compliance requirements, including cybersecurity standards and ethical practices.

4. Invest in Market Research

Understanding your competitors and potential buyers is key. Market research tools like the FedBiz Access Market Intel Database provide actionable insights into Army procurement trends and help you identify lucrative opportunities.

Common Challenges and How to Overcome Them

1. Navigating Complex Regulations

The Federal Acquisition Regulation (FAR) can be overwhelming. Consider partnering with a firm like FedBiz Access, which specializes in guiding small businesses through these complexities.

2. Competing with Larger Businesses

Differentiate yourself by emphasizing your flexibility, responsiveness, and ability to deliver personalized solutions.

3. Building Credibility

If you’re new to government contracting, start with smaller contracts or subcontracting opportunities to build your track record.

How FedBiz Access Can Help

Winning Army contracts requires a combination of strategy, research, and persistence. That’s where FedBiz Access comes in. For over 24 years, we’ve specialized in helping small businesses succeed in the government marketplace. Here’s how we can support you:

1. Expedited Socio-Economic Certifications

We simplify and expedite the process of obtaining certifications like WOSB, SDVOSB, 8(a), MBE, DBE, and HUBZone. These certifications open doors to set-aside contracts and give you a competitive edge.

2. Market Research Solutions

Our Market Intel Database offers an easier way to find and target Army contract opportunities. With access to detailed insights and trends, you can identify the right contracts for your business.

3. Proven Success

FedBiz Access has helped clients secure over $38 billion in awards. Our expertise in registrations, capability statements, and direct marketing ensures your business is well-positioned to win contracts.

Take the Next Step

The Army’s commitment to working with small businesses presents an incredible opportunity for growth. By understanding the procurement process, leveraging available resources, and working with a trusted partner like FedBiz Access, you can successfully compete for and win Army contracts.

Schedule a complimentary consultation with a FedBiz Specialist today to explore how we can help your business thrive in the government marketplace. Whether you’re just starting or looking to expand your presence, we’re here to guide you every step of the way.

Don’t miss out on the chance to make a difference for your business and support the U.S. Army’s mission. Let’s get started!