Top 10 Strategies to Boost Sales in Government Contracting for Small Businesses in 2025

Government contracting is a goldmine for small businesses, with over $600 billion in annual federal spending and a goal to award 23%+ to small firms. But how do you turn opportunities into actual sales? This 2025 guide shares 10 proven strategies to supercharge your revenue in the federal marketplace. Whether you’re a seasoned vendor or scaling up, these tips will help you win more contracts and grow your bottom line.

Why Government Sales Are a Game-Changer

Federal contracts offer stability, scale, and prestige—key ingredients for small business success. With set-asides, sole-source awards, and subcontracting goals, the government actively seeks small vendors like you. Ready to boost your sales? Here are the top 10 strategies to make it happen.

1. Leverage Socioeconomic Certifications

How It Works

• Certifications: Qualify for programs like WOSB, SDVOSB, or 8(a) (see our Vendor Status Guide).
• Benefits: Unlock set-asides and sole-source contracts exclusive to your status.

Action Steps

• Apply via SBA.gov or VetCert—start early, as approval takes time.
• Highlight your status in bids and marketing.

Key Quirks

• Niche Access: Some statuses (e.g., WOSB) limit set-asides to specific industries.
• Maintenance: Keep certifications current to avoid disqualification.

Pro Tip: Pair multiple statuses (e.g., HUBZone + SDVOSB) for a wider net.

2. Target High-Demand NAICS Codes

How It Works

• NAICS Match: Align your offerings with North American Industry Classification System codes in demand (e.g., 541519 for IT services).
• Research: Identify trending sectors like cybersecurity or infrastructure.

Action Steps

• Update your SAM.gov profile with relevant NAICS codes.
• Use SAM.gov data to spot high-volume opportunities.

Key Quirks

• Competition: Smaller NAICS categories may offer less rivalry.
• Flexibility: List multiple codes to broaden your scope.

Pro Tip: Check agency forecasts (e.g., DoD, GSA) for emerging needs.

3. Build Relationships with Contracting Officers

How It Works

• Connections: Contracting officers decide who wins—get on their radar.
• Trust: Relationships can lead to sole-source deals or bid preferences.

Action Steps

• Attend SBA matchmaking events or agency industry days.
• Follow up with personalized emails or LinkedIn messages.

Key Quirks

• Access: Some officers are gatekeepers—polite persistence pays off.
• RFIs: Respond to Requests for Information to showcase capability.

Pro Tip: Bring a capability statement—a one-page pitch—to every meeting.

4. Secure Subcontracts with Prime Contractors

How It Works

• Subcontracting Goals: Primes must award a percentage (e.g., 30%+) to small businesses.
• Entry Point: Subcontracting builds your federal resume without bidding as a prime.

Action Steps

• Register in SBA’s Dynamic Small Business Search to attract primes.
• Network at industry events to pitch your services.

Key Quirks

• Work Limits: You may handle less than 50% of the work—negotiate terms.
• Payment Risk: Primes pay you, so vet their reliability.

Pro Tip: Target primes with upcoming recompetes—they need small partners.

5. Master the GSA Schedule Advantage

How It Works

• GSA Schedules: Pre-approved contracts (e.g., MAS) streamline sales to agencies.
• Marketplace: List your products/services on GSA Advantage for instant visibility.

Action Steps

• Apply for a schedule via GSA.gov (takes 3-6 months) or use our expedited service.
• Price competitively—agencies shop for value.

Key Quirks

• Upfront Effort: Application is complex but worth it for long-term sales.
• Renewals: Contracts last 5 years with options to extend.

Pro Tip: Hire a GSA consultant if the process feels overwhelming.

6. Bid Smarter, Not Harder

How It Works

• Focus: Target winnable contracts—small set-asides or micro-purchases (under $10,000).
• Proposals: Tailor bids to RFP evaluation criteria (e.g., best value vs. lowest price).

Action Steps

• Use SAM.gov filters to find small business-friendly RFPs.
• Invest in a bid writer if your team lacks experience.

Key Quirks

• Past Performance: Limited history? Highlight commercial wins or teaming partners.
• Deadlines: Late submissions are rejected—set reminders.

Pro Tip: Start with low-stakes bids to refine your process.

7. Join a Mentor-Protégé Program

How It Works

• SBA Program: Pair with a large firm for guidance and joint venture opportunities.
• Growth: Mentors help you scale while sharing contract wins.

Action Steps

• Apply through SBA.gov if you’re in 8(a) or a small business.
• Seek mentors with complementary strengths.

Key Quirks

• Work Flexibility: Joint ventures can bypass strict subcontracting limits.
• Commitment: Mentorship lasts years—choose wisely.

Pro Tip: Use mentor connections to break into new agencies.

8. Invest in Capability Statements

How It Works

• Pitch Tool: A concise, one-page summary of your skills, certifications, and past work.
• Marketing: Impress agencies and primes at a glance.

Action Steps

• Design a professional capability statement (basic templates on SBA.gov).
• Share it at networking events and in bid packages.

Key Quirks

• Customization: Tailor versions for specific agencies or NAICS codes.
• Updates: Refresh it with every new win.

Pro Tip: Include visuals (e.g., logos, charts) to stand out.

9. Monitor and Respond to Forecasts

How It Works

• Forecasts: Agencies publish upcoming needs (e.g., DoD’s Procurement Forecast).
• Early Edge: Shape opportunities by responding to pre-solicitation notices.

Action Steps

• Check agency websites or SAM.gov quarterly, or use advanced market research tools.
• Submit feedback to Sources Sought or RFIs.

Key Quirks

• Timing: Early engagement can influence RFP terms in your favor.
• Volume: Not all forecasts lead to bids—prioritize your niche.

Pro Tip: Set Google Alerts for your NAICS codes to stay ahead.

10. Track Performance and Scale Up

How It Works

• Reputation: Deliver on time and budget—past performance drives future wins.
• Growth: Use early contracts to qualify for bigger opportunities.

Action Steps

• Document every project for your past performance library.
• Reinvest profits into certifications or bid resources.

Key Quirks

• Protests: Delays from losing bidders can slow payment—plan cash flow.
• Feedback: Ask contracting officers for post-award insights.

Pro Tip: Aim for a high CPARS rating (Contractor Performance Assessment)—it’s gold for credibility.

Universal Boosters for Government Sales

• Stay Compliant: Keep SAM.gov and certifications updated—lapses kill eligibility.
• Leverage Help: Schedule a complimentary consultation with a FedBiz Specialist.
• Be Persistent: Sales grow with consistent effort—don’t stop at one win.

Skyrocket Your Government Sales in 2025

As a small business, are you ready to tap into the lucrative federal marketplace? With over two decades of experience helping companies navigate government contracting, FedBiz Access provides the expertise, tools, and support you need to succeed.

The federal contracting landscape offers unprecedented opportunities, but winning contracts requires strategic positioning and deep market understanding. Our team of specialists helps you:

• Optimize your SAM registration and certifications
• Develop compelling capability statements
• Connect with the right government buyers
• Navigate complex bidding requirements
• Build lasting relationships with contracting officers

For 24 years, we’ve helped businesses like yours win billions in government contracts through our proven approach to federal market entry and growth. Our dedicated team of experts provides personalized guidance every step of the way.

Ready to explore how federal contracting can transform your business? Contact FedBiz Access today to learn how we can help you build a strong foundation for government sales success. Let our experience be your advantage in the federal marketplace.