How to Win Government Contracts With No Experience (5 Proven Strategies)

The biggest myth in government contracting? "You need experience to get experience."

While past performance matters, thousands of small businesses win their first federal contracts every year. Here's how they do it—and how you can too.

The Past Performance Problem (And Why It's Overblown)

Yes, many RFPs ask for past performance. But here's what they don't tell you:

• Not all contracts require past performance — Many simplified acquisitions focus on price and technical capability
• Related experience counts — Commercial work and state/local contracts can demonstrate capability
• The government wants new contractors — Small business goals require bringing in new vendors
• You can team with experienced firms — Their past performance covers the team

Strategy 1: Start With Simplified Acquisitions

Contracts under $250,000 (simplified acquisition threshold) have streamlined requirements:

Why This Works:

• Less emphasis on past performance
• Faster evaluation process
• Often awarded on price + technical acceptability
• Lower competition than large contracts

Where to Find Them:

• SAM.gov — Filter by contract value
• GSA eBuy — GSA Schedule orders
• Agency small purchase portals

Action Steps:

1. Search SAM.gov for contracts in your NAICS code under $250K
2. Focus on "Lowest Price Technically Acceptable" (LPTA) evaluations
3. Respond to every relevant opportunity for 6 months

Strategy 2: Subcontract First

Working as a subcontractor lets you build federal experience without winning a prime contract.

Benefits:

• Learn the ropes with lower risk
• Build federal past performance
• Develop agency relationships
• Generate revenue while building capability

How to Find Subcontracting Opportunities:

• SBA SubNet — Subcontracting opportunity database
• Prime contractor websites — Most have "Supplier Diversity" or "Small Business" pages
• Industry days — Meet primes looking for small business partners
• Mentor-protégé programs — Structured partnerships

Action Steps:

1. Identify top 10 prime contractors in your industry
2. Register in their supplier databases
3. Attend their small business outreach events
4. Follow up persistently

Complete Subcontracting Guide →

Strategy 3: Get Certified

Small business certifications create set-aside opportunities with reduced competition.

How Certifications Help New Contractors:

• Fewer competitors — Only certified firms can bid
• Sole-source contracts — No competition at all (up to $4.5M)
• Agency goals — COs must meet small business targets
• Price isn't everything — Other factors matter more in set-asides

Best Certifications for New Contractors:

• 8(a) — Best overall benefits, if you qualify
• HUBZone — Location-based, anyone can qualify
• SDVOSB — For service-disabled veterans
• WOSB — For women-owned businesses

Compare All Certifications →

Strategy 4: Use Commercial Experience

Don't have federal past performance? Your commercial work still counts.

How to Position Commercial Experience:

• Emphasize relevant scope — The work you did matters more than who you did it for
• Document everything — Contracts, testimonials, performance metrics
• Show capability — Technical approach matters as much as past performance
• Reference similar environments — Healthcare, financial services, large enterprises

What to Include:

• Contract values and durations
• Scope of work descriptions
• Client references (with permission)
• Performance metrics and outcomes
• Staff qualifications and certifications

Strategy 5: Target Low-Competition Opportunities

Some contracts attract fewer bidders, giving new contractors a better chance.

Low-Competition Indicators:

• Short response times — Fewer companies can mobilize quickly
• Niche requirements — Specialized skills limit competition
• Remote locations — Geographic requirements thin the field
• Combined requirements — Multiple disciplines needed
• Small contract values — Large companies don't bother

How to Find Them:

1. Search SAM.gov for contracts with few responses (check award histories)
2. Look for re-solicitations (previous winner couldn't perform)
3. Target contracts in your geographic area
4. Focus on emerging technologies or services

Building Your First Capability Statement

Even without federal experience, you need a strong capability statement:

What to Include:

• Core competencies — What you do well
• Differentiators — What makes you unique
• Company data — CAGE code, UEI, NAICS codes, certifications
• Past performance — Commercial projects that demonstrate capability
• Contact information — Make it easy to reach you

Capability Statement Guide →

The "Win First Contract" Action Plan

Month 1-2: Foundation

• ☐ Complete SAM.gov registration
• ☐ Apply for relevant certifications
• ☐ Create capability statement
• ☐ Identify target agencies and NAICS codes

Month 3-4: Positioning

• ☐ Register with 10 prime contractor supplier databases
• ☐ Attend 2-3 industry days or small business events
• ☐ Set up SAM.gov saved searches for daily opportunities
• ☐ Document all commercial past performance

Month 5-6: Pursuit

• ☐ Submit proposals for 5-10 simplified acquisitions
• ☐ Follow up on subcontracting introductions
• ☐ Request feedback on any losses
• ☐ Refine approach based on results

Common Mistakes to Avoid

• Waiting until you're "ready" — Start bidding now
• Only pursuing large contracts — Small wins build momentum
• Ignoring subcontracting — It's not "settling"—it's strategy
• Generic proposals — Customize every response
• Giving up too soon — Most contractors lose several bids before winning

Get Started Today

Ready to win your first government contract? Start here:

• Beginner's Guide to Government Contracting
• How to Find Government Contracts
• Proposal Writing Guide

Want help fast-tracking your first win?

Start Free GovCon Course →