If you’re a business owner in the government contracting space, you’ve probably heard the phrase “timing is everything.” But what does that really mean when it comes to winning government contracts? Is there a “perfect” time to approach government buyers? The answer is yes—and it’s when your business is running like a well-oiled machine.

Let’s break this down. Government buyers aren’t just looking for any company to fill their needs. They’re looking for businesses that are stable, capable, and ready to deliver. They want to see proven expertise, a track record of success, and the ability to meet their requirements without hiccups. In other words, they want to work with businesses that are firing on all cylinders.

So, if your business is profitable, your operations are smooth, and you’ve got a strong team in place, this is your moment. This is the time to step into the federal marketplace and start pursuing government contracts. But why is this the ideal time? And what steps should you take to position yourself for success? Let’s dive in.

Why Timing Matters in Government Contracting

Government contracting is a competitive arena. Agencies are tasked with spending taxpayer dollars wisely, which means they’re looking for vendors who can deliver high-quality products and services at a fair price. But beyond that, they want to work with businesses that are reliable and low-risk.

When your business is thriving, you’re in the best position to demonstrate that reliability. You’ve got the resources, the expertise, and the infrastructure to handle government contracts without breaking a sweat. This is the kind of confidence that government buyers are looking for.

On the flip side, approaching government buyers when your business is struggling or brand new can backfire. Agencies are less likely to take a chance on a company that’s unproven or in a state of flux. They want to see substance—actual products, services, and a history of successful performance.

Think of it this way: Would you hire a contractor to build your house if they were still figuring out how to use their tools? Probably not. The same logic applies to government buyers. They want to work with businesses that have their act together.

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How to Know If Your Business Is Ready

So, how do you know if your business is truly ready to pursue government contracts? Here are a few key indicators:

You Have a Strong Team in Place
Government contracts often require a multidisciplinary approach. You need salespeople who can connect with buyers, a compliant back office to handle accounting and contracts, and experts in areas like cybersecurity and proposal writing. If you’ve already built this team (or have access to a network of consultants who can support you), you’re in a great position.
You Have Proven Capabilities
Government buyers want to see evidence of your expertise. This could include past performance, product specifications, service whitepapers, and a capabilities statement that clearly outlines what you bring to the table.
You Have the Right Infrastructure
From contract vehicles like GSA Schedules to marketing materials like a government-facing website, you need the right tools to compete in the federal marketplace. If you’ve already invested in these resources, you’re ahead of the game.
You’re Financially Stable
Government contracts can take time to secure, and they often come with strict compliance requirements. If your business is financially stable, you’ll be better equipped to handle the upfront costs and wait times associated with government contracting.

Steps to Take When You’re Ready to Approach Government Buyers

Once you’ve determined that your business is ready, it’s time to take action. Here’s a step-by-step guide to launching your federal business:

1. Register in the System for Award Management (SAM)

SAM is the official database for government contractors. Before you can do business with the federal government, you’ll need to register your business in SAM. This process can be complex, so consider working with experts like FedBiz Access to ensure everything is done correctly.

2. Pursue Small Business Certifications

Depending on your business, you may qualify for socio-economic certifications like 8(a), HUBZone, Woman-Owned Small Business (WOSB), or Service-Disabled Veteran-Owned Small Business (SDVOSB). These certifications can give you a competitive edge by opening the door to set-aside contracts.

3. Develop Your Marketing Materials

Government buyers need to understand what you offer and why they should choose you. Create a capability statement, a capabilities briefing, and a government-facing website that highlights your unique value proposition.

4. Secure Contract Vehicles

Contract vehicles like GSA Schedules, IDIQs, and BPAs allow you to quickly and quietly close deals with government agencies. However, it’s important to do your research first. Not all contract vehicles are created equal, and you don’t want to invest time and money into one that your target agencies don’t use.

5. Build Your Federal Sales Team

Your team should include fearless salespeople, a compliant back office, a contracts lawyer, a cybersecurity expert, a proposal writer, and a federal sales strategist. If you don’t have these roles filled in-house, consider hiring consultants or partnering with a firm like FedBiz Access to fill the gaps.

6. Get Out There and Network

Once you’ve laid the groundwork, it’s time to start connecting with government buyers. Attend industry events, schedule meetings, and use tools like FedBiz Access’s Federal Connections and MatchMaker services to identify and reach out to the right decision-makers.

How FedBiz Access Can Help

Navigating the federal marketplace can be overwhelming, especially if you’re new to government contracting. That’s where FedBiz Access comes in. As the leading government business development firm, we’ve been helping businesses of all sizes succeed in the government marketplace for over 24 years. In that time, we’ve helped our clients secure over $36 billion in government awards.

Here’s how we can help you:

Market Research: Our team can help you identify the right government buyers and opportunities for your products and services.
Certification Assistance: We’ll guide you through the process of obtaining small business certifications that can give you a competitive edge.
Contract Vehicle Support: We’ll help you determine which contract vehicles are worth pursuing and assist you with the application process.
Marketing Solutions: From capabilities statements to government-facing websites, we’ll help you create the materials you need to impress government buyers.
Federal Connections and MatchMaker Services: These tools connect you with the right decision-makers and help you build relationships that lead to contracts.

Ready to Take the Next Step?

If your business is running like a well-oiled machine, now is the time to approach government buyers. But you don’t have to do it alone. FedBiz Access is here to help you every step of the way.

Schedule a complimentary consultation with a FedBiz Specialist today to learn how we can help you succeed in the government marketplace. Whether you need help with market research, certifications, or connecting with the right buyers, we’ve got the expertise and resources to make it happen.

Don’t wait—your next government contract could be just around the corner. Let’s make it happen together.