Securing Government Contracts as a Newcomer: Proven Tips to Succeed Without Past Performance

In government contracting, new businesses face the challenge of competing for contracts without a history of previous government work. It may seem like a significant barrier, but it’s entirely possible to succeed by employing strategic steps and leveraging existing assets. In fact, with the right approach, your company can stand out as a credible and competitive option for government contracts.

Below, we’ll discuss key strategies to help you build credibility, engage with government agencies, and establish yourself as a trusted government contractor—regardless of whether you have past performance to showcase. Whether you’re a small business or new to government contracting, these approaches will set you on a path to growth and success in the federal marketplace.

1. Partner Up with Industry Leaders

One of the most effective ways to gain credibility in government contracting is through partnerships. Teaming up with established government contractors gives you instant access to their wealth of experience, credibility, and resources, which can help you qualify for projects that would otherwise be out of reach.

Types of Partnerships to Consider

• Teaming Arrangements: This is when two or more companies team up to pursue a specific government opportunity. In teaming, you can complement the strengths of a larger or more experienced contractor by filling specific roles that showcase your expertise.
• Subcontracting Opportunities: Larger contractors frequently look for subcontractors to fulfill specific parts of a contract. By serving as a subcontractor, you not only gain valuable experience but also build a portfolio of past performance that you can later showcase.

Benefits of Partnering

• Immediate access to experienced teams and resources
• Insight into government agency operations and expectations
• The chance to build relevant past performance on government contracts, which you can leverage for future bids

To get started with partnerships, use tools like the SAM.gov portal or market research platforms to find potential contractors. The FedBiz Access Market Intel Database can also connect you with companies looking for new subcontractors or team members, helping you gain experience and build your reputation.

2. Leverage Small Business Certifications

One powerful tool for overcoming the lack of past performance is obtaining small business certifications. Many government agencies prioritize certified small businesses, often setting aside contracts exclusively for these groups. Certifications can give you a substantial advantage, making your business more competitive and attractive to agencies actively seeking diversity in their contractors.

Popular Certifications to Pursue

• 8(a) Business Development Program: Designed for small businesses owned by socially and economically disadvantaged individuals, 8(a) certification opens up exclusive contract opportunities and access to resources from the Small Business Administration.
• Woman-Owned Small Business (WOSB): Government contracts often have specific goals for women-owned businesses. With WOSB certification, your business can qualify for set-aside contracts in industries where women are underrepresented.
• Service-Disabled Veteran-Owned Small Business (SDVOSB): This certification is reserved for businesses owned by service-disabled veterans, offering specific advantages in government contracting.
• HUBZone Certification: Designed to stimulate economic growth in historically underutilized business zones, HUBZone certification allows businesses in these areas to compete for exclusive contracts and receive a price evaluation preference.

With any of these certifications, you’ll be better positioned to win government contracts without needing a strong past performance history. FedBiz Access can help expedite these certifications, allowing you to start bidding on contracts faster and begin building that all-important government contracting portfolio.

3. Showcase Relevant Commercial Experience

If you lack direct government contracting experience, highlight your commercial experience instead. Many government projects require similar skills, processes, and results as those in the private sector, so demonstrating your success in these areas can make you an attractive candidate.

How to Position Commercial Experience

• Capability Statements: Use your capability statement to outline private-sector projects that closely align with the requirements of government work. Emphasize the results, processes, and specific expertise you applied to these projects.
• Success Stories and Metrics: Showcase measurable results from your commercial contracts. Whether it’s cost savings, high customer satisfaction, or project completion times, these metrics can demonstrate your company’s reliability and expertise.
• Tailored Language: Describe your private-sector work using terms and standards that resonate with government buyers. If a project involved compliance, security, or regulatory components, make sure to mention them.

In short, treat your private-sector experience as a form of past performance, showing that your team can handle complex projects, meet deadlines, and adhere to high standards. The FedBiz Access design team can expertly craft a professional capability statement that frames your experience effectively for government buyers.

4. Cultivate Relationships with Key Decision-Makers

Building relationships with Small Business Specialists and Contracting Officers can open doors and provide insights that will help you navigate the government contracting landscape. These individuals play pivotal roles in the procurement process, and their guidance can be instrumental for new contractors.

Ways to Build Connections

• Attend Government Events: Participate in government-hosted business fairs, networking events, and training seminars. Agencies like the Department of Defense and General Services Administration often host events specifically for small businesses, providing networking opportunities with key personnel.
• Engage on Digital Platforms: Many federal agencies post opportunities and engage with small businesses on digital platforms, such as their websites, LinkedIn, and even Twitter. Follow these channels to stay updated on opportunities and reach out to agency representatives.
• Seek Introductions through Existing Partners: If you’ve established partnerships or subcontracting relationships with larger contractors, ask them to introduce you to relevant personnel within the agency.

These relationships can lead to valuable advice, early insights into upcoming contracts, and, in some cases, direct recommendations. When government decision-makers know and trust your company, they’re more likely to consider your bids, even if you lack past government contract experience.

5. Start Small with Simplified Acquisitions

Starting with smaller contracts is a strategic way to gain government experience and establish a track record. Simplified Acquisitions, which include micro-purchases and other small contracts, often have fewer requirements and don’t require an extensive past performance history.

Types of Simplified Acquisitions

• Micro-Purchases: These are smaller purchases, typically under $10,000, which require minimal paperwork and are often made quickly to meet immediate needs. Because they’re so small, they’re a great opportunity for new contractors to enter the market.
• Small Business Set-Asides: Many agencies set aside contracts specifically for small businesses, especially under the simplified acquisition threshold. These opportunities often allow businesses without past performance to compete.

Micro-purchases and small contracts allow you to showcase your reliability and capability without needing a deep contracting history. Each small contract builds your portfolio, creating a foundation of government contracting experience that can lead to larger projects.

Helping You Jumpstart Your Government Contracting Success

Breaking into the government contracting space without past performance may seem challenging, but it’s entirely achievable with the right approach. By forming partnerships, obtaining key certifications, showcasing relevant private-sector experience, building relationships with decision-makers, and starting small, your business can succeed in this lucrative market.

For over 23 years, FedBiz Access has helped businesses of all sizes navigate the complexities of government contracting. We’ve assisted companies in securing over $35.8 billion in awards by providing services like expedited socio-economic certifications and crafting winning capability statements. Our team can also help you create a custom company snapshot video to set your capability statement apart, making sure you stand out in the competitive government marketplace.

If you’re ready to jumpstart your success, schedule a complimentary consultation with a FedBiz Specialist today. Let us help you build a strong foundation and take your first steps toward becoming a successful government contractor—even without past performance.

---

By following these strategies and leveraging resources like those offered by FedBiz Access, you can confidently enter the government marketplace and build a credible, competitive position over time. Each win, no matter how small, will strengthen your reputation and pave the way for larger opportunities in the future. Stay focused, stay strategic, and let FedBiz Access be your guide to winning government contracts and expanding your business’s reach.