Top 5 Tips for New Government Contractors (That You Might Not Know Yet)

In this episode of FedBiz’5, host Bobby Testa peeled back the curtain on the “unwritten rules” of government contracting—the practical, tactical advice most newcomers wish they had from day one.

Bobby shared five of the most important tips pulled from our popular blog “Top 10 Tips for New Government Contractors (That You Might Not Know Yet),” diving deep into the lessons you won’t find on a checklist or in a boring orientation webinar. If you’re a small business in the government marketplace (or thinking about becoming one), these insights could save you months of frustration and missed opportunities.

Let’s jump right in.

Tip #1: Know the FAR — At Least the Key Parts

The Federal Acquisition Regulation (FAR) is the (currently undergoing a re-write under the new administration) rulebook for government contracting. And while it’s massive and, frankly, intimidating, Bobby emphasized you don’t need to memorize the entire thing—you just need to know three parts:

Part 12: Commercial products and services. If you sell something “off the shelf,” this is your lane.
Part 13: Simplified acquisitions. Think micro-purchases and smaller buys under $250,000—a sweet spot for many small businesses.
Part 19: Small business programs, including 8(a), SDVOSB, HUBZone, and more.

Understanding these three sections gives you a strong foundation. As Bobby put it, it’s like playing in the NFL—you have to know the rules to compete.

At FedBiz Access, we don’t just point you at the FAR—we walk you through real examples, showing how specific regulations apply to actual bids. Seeing it in action makes all the difference.

Tip #2: SAM.gov Is Your Storefront—Not Just a Form

Most newcomers think of SAM.gov as just a tedious registration step. But Bobby made it clear: it’s also your storefront.

Contracting officers search SAM like a vendor directory. If your profile is incomplete, outdated, or inaccurate, you’re practically invisible.

Common mistakes?

Wrong NAICS codes.
Blank or weak narratives.
Missing keywords.
Bad contact information.

FedBiz Access has helped tens of thousands of companies not just register, but optimize their SAM and DSBS profiles—updating keywords, fine-tuning narratives, aligning codes, and ensuring public display settings are right.

If your LinkedIn profile was blank, would a recruiter call you? No. Same concept here.

Learn More About FedBiz365 Market Research

Tip #3: Strategic NAICS Codes = Visibility

Choosing the right NAICS codes isn’t just a formality—it’s a visibility strategy.

Bobby explained that if your NAICS codes don’t match the ones buyers actually use when searching, you’re missing opportunities.

For example, you might call yourself an “IT consultant,” but if buyers are searching under “custom computer programming,” and you haven’t listed that NAICS code, you’re not showing up.

FedBiz Access uses our proprietary FedBiz365 tool to run live market scans, helping clients align their codes with real award data. The right codes can literally put contracts in your inbox without even bidding.

Real talk: one of our clients went from zero calls to multiple inbound opportunities within a month simply by adjusting his NAICS codes.

Tip #4: Don’t Phone in Your Capability Statement

Your capability statement is your company’s resume. And just like with a job hunt, a bad resume gets tossed.

Bobby stressed that your capability statement needs to:

Highlight your differentiators in 30 seconds or less.
Be visually appealing.
Speak directly to buyers’ needs.

At FedBiz Access, we design capability statements that pop—clear, professional, and tailored for federal buyers. We often pair them with snapshot videos—45-second company overviews perfect for email introductions or agency meetings.

Attention spans are short. If you can’t make an impression quickly, you’ll lose the opportunity.

Tip #5: Use OSDBUs to Your Advantage

Every federal agency has an Office of Small and Disadvantaged Business Utilization (OSDBU). They’re literally there to help small businesses navigate the agency.

They offer:

Forecast updates.
Industry days.
One-on-one introductions.

The problem? Most small businesses either don’t know they exist or don’t approach them correctly.

We coach our clients on how to:

Send a professional, targeted introduction.
Present a polished capability statement.
Attach a strong snapshot video to stand out.

When you show up prepared, OSDBUs can become powerful advocates inside the agency—opening doors you might not even know exist.

Key Takeaways

Bobby wrapped the episode with a clear message: Government contracting isn’t just for big companies.

Smart, persistent small businesses that understand the rules, show up prepared, and market themselves effectively have every chance to win.

Here’s your checklist based on today’s podcast:

Understand Parts 12, 13, and 19 of the FAR.
Treat your SAM.gov profile like a storefront.
Use strategic NAICS codes backed by real market data.
Invest in a strong, clear capability statement (and maybe a snapshot video).
Proactively engage OSDBUs at your target agencies.

Work these into your strategy, and you’ll move from “just registered” to “winning contracts” much faster.

And if you don’t want to go it alone, remember—FedBiz Specialists are just a simple phone call away. Whether it’s fine-tuning your SAM profile, building a killer capability statement, or connecting you to the right buyers, we’re here to help.

Schedule your complimentary consultation today! Call us at 888-299-4498

Until next time, remember: Register smart. Market smarter. Win contracts.