What is the first step to start government contracting?

Register your business on SAM.gov. This is required before you can bid on any federal contract. The full validation process takes 3-4 weeks minimum (sometimes up to 10 weeks), so start early.

Do I need a certification to bid on government contracts?

No. Certifications like 8(a), HUBZone, and SDVOSB give you access to set-aside contracts, but you can bid on full-and-open competitions without any certification.

How long does it take to win your first government contract?

Most new contractors take 6-12 months to win their first contract. You can accelerate this by starting with subcontracting opportunities, which are easier to win and help you build past performance.

10 Things I Wish I Knew Before Starting Government Contracting

Every year thousands of small businesses decide to pursue government contracts — and most of them make the same avoidable mistakes. After helping hundreds of contractors get started, here are the 10 things we wish every new contractor knew before day one.

1. SAM.gov Registration Takes Longer Than You Think

Most new contractors assume SAM.gov registration takes a day or two. In reality, the full validation process typically takes 3-4 weeks minimum, and in some cases up to 10 weeks. CAGE code assignment happens during validation and takes 7-10 business days. Start this process well before you find an opportunity you want to bid on — not after.

2. You Don't Need a Certification to Win Contracts

Many people think you need an 8(a), HUBZone, or SDVOSB certification before you can bid on government work. That's not true. Certifications give you access to set-aside contracts, but there are thousands of full-and-open competitions available to any registered business. Don't wait for a certification — start bidding now.

3. Your Capability Statement Is Your Resume

A capability statement is the single most important marketing document in government contracting. It's what contracting officers and prime contractors use to evaluate your business at a glance. If you don't have one, you're invisible. Make sure it includes your core competencies, past performance, differentiators, and contact information.

4. Subcontracting Is the Best Way to Start

Going after a prime contract as your first win is like trying to hit a home run in your first at-bat. Instead, look for subcontracting opportunities with established primes. You'll gain past performance, learn the process, and build relationships — all while getting paid. Search for subcontracting opportunities on SubNet (SBA) and by networking at industry days.

5. The Government Buys Everything

It's a common misconception that government contracts are only for IT or construction companies. The federal government spends over $700 billion annually on everything from landscaping to marketing to cybersecurity to janitorial services. Whatever your business does, there's likely a federal buyer for it. Use your NAICS codes to find where your services fit.

6. Past Performance Is Currency

In government contracting, past performance is more valuable than your certifications, your team size, or your marketing. Every contract you complete successfully builds your past performance record in CPARS (Contractor Performance Assessment Reporting System). Protect your past performance ratings like you protect your credit score.

7. Bid/No-Bid Decisions Save You Money

The biggest waste in government contracting is bidding on every opportunity you see. A formal bid/no-bid decision process helps you focus your limited resources on opportunities you can actually win. Key factors: Do you meet all requirements? Do you have relevant past performance? Is the contract in your price range? Is the incumbent beatable?

8. Market Research Is Free (and Required)

Before you spend a dime on a proposal, do your market research. SAM.gov contract data shows you who's winning contracts in your space, what they're charging, and what agencies are buying. This information is free and public. Use it to identify your best opportunities and price competitively.

9. Networking Matters More Than You Think

Government contracting is a relationship business. Attend industry days, PTAC events, and SBA matchmaking sessions. Meet contracting officers, program managers, and prime contractors. Many contracts are influenced by relationships built before the solicitation even drops. If they don't know you exist, they can't buy from you.

10. You Need a System, Not Just Hustle

The contractors who succeed long-term aren't the ones who work the hardest — they're the ones with repeatable systems. Set up a pipeline tracker for opportunities. Create proposal templates. Build a library of past performance writeups. Systematize your SAM.gov searches. The goal is to make winning contracts a process, not a miracle.

Ready to Get Started?

Don't let these lessons intimidate you. Government contracting is one of the most accessible markets in the world — the government is required to buy from small businesses. The key is starting with the right foundation and avoiding the mistakes that trip up most newcomers.