For entrepreneurs looking to broaden their horizons, government contracting can prove to be a growing and lucrative field. While the prospect of working with the federal government might seem daunting, armed with the right knowledge and tools, you can navigate this terrain successfully.

Here are 10 top tips for new government contractors to hit the ground running:

1. Understand the Contracting Landscape

It’s essential to familiarize yourself with the government contracting landscape. This includes understanding the federal acquisition regulations (“FAR”), agencies’ needs, and the specific terminologies used in the field. This background knowledge will give you a solid foundation upon which to build your contracting strategy.

2. Tailor Your Offerings

The government has specific needs that can be vastly different from the private sector. Tailoring your offerings to meet these needs not only increases your chances of winning contracts but also makes you a valuable partner to the government.

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3. Research Expiring Contracts and RFPs

Rather than relying on SAM.gov for contract solicitations, consider digging deeper to find opportunities. By the time solicitations reach SAM.gov, they are often already awarded. One effective approach is to review Expiring Contracts and Sources Sought requests. This allows you to understand the needs of specific agencies and identify potential openings before they are publicly announced.

4. Establish Relationships

Building relationships with government procurement officers can provide a significant advantage. By understanding the buyers’ needs, you can tailor your offerings and proposals more effectively. By creating relationships using the MatchMaker, you are engaging early and often to ensure your business stays top-of-mind when opportunities arise.

5. Diversify Your Client Portfolio

Don’t limit yourself to a single agency or type of contract. Diversifying your client portfolio across various agencies increases your chances of winning contracts and stabilizes your revenue stream.

6. Research the Marketplace

The Market Intel Database offers a wealth of features designed to aid contractors in navigating the government market. It provides market insight into buyers and competitors, giving you the advantage to win government awards.

With this tool, you gain instant access to open opportunities, upcoming opportunities, and even “hidden” future opportunities not visible to the public. Such insights give you an upper hand, enabling you to prepare in advance and submit winning proposals.

7. Develop a Professional Capability Statement

A professional Capability Statement that effectively communicates your unique selling proposition, past performance, and certifications can set you apart from the competition. This document is your opportunity to showcase your strengths and why you are the best fit for the job.

8. Be Patient

Government contracts take time to be awarded. Be patient, yet persistent. While the process might be slower than what you’re accustomed to in the private sector, the rewards can be well worth the wait.

9. Leverage Certifications

If your business qualifies for specific socio-economic categories (like minority-owned, woman-owned, veteran-owned, etc.), make sure to leverage these SBA Certifications. They can provide additional opportunities and make your business more attractive to government buyers.

10. Always Deliver Quality

Last but not least, always deliver high-quality products or services. Government agencies value reliable contractors that consistently meet their needs. By providing high-quality deliverables, you can secure repeat contracts and build a positive reputation within the government sector.

While venturing into government contracting can be a challenging, it can also be a rewarding endeavor. By understanding the landscape, building relationships, utilizing the right tools like the Market Intel Database and the MatchMaker, and consistently delivering quality, you can successfully carve out your place in this competitive field.

FedBiz Access (“FedBiz”) has an experienced team that works with small businesses and takes the time to get to know your business and ask questions to ensure you have a solid contracting plan. FedBiz is a leading government contracting business development and marketing firm that provides engagement strategy coaching, SAM & DSBS registration, set-aside certification registrations, GSA Schedules, and targeted market research.

FedBiz has over 22 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.

Your Government Registration Level (“GRL”) is your roadmap from registration to award.

Schedule Complimentary Consultation with a FedBiz Specialist