How to Get Started in Government Contracting

Government contracting represents one of the largest business opportunities in the world. With the federal government spending over $750 billion annually on contracts with private businesses, there is more than enough work to go around — if you know where to look and how to compete.

This video is designed for complete beginners who want to understand the fundamentals of selling to the government. Whether you are a service provider, product manufacturer, or consultant, the principles covered here will give you a solid foundation.

What You Will Learn

We cover the essential building blocks of government contracting:

• The GovCon Landscape — How the federal procurement system works, who the major buyers are, and where the opportunities exist
• Registration Requirements — The step-by-step process to get registered on SAM.gov and obtain your CAGE code and UEI
• Finding Opportunities — Where to search for contracts, how to read solicitations, and how to identify good fits for your business
• Small Business Advantages — Understanding set-asides, certifications, and why the government actively seeks small business contractors
• Your First Steps — A practical action plan you can start implementing today

Why Government Contracting?

Unlike commercial markets where you chase customers, government contracting offers a unique dynamic: the government is required by law to buy. Federal agencies must spend their budgets, and a significant portion is mandated to go to small businesses.

Here are the key statistics that make government contracting attractive:

• $750+ billion in annual federal contract spending
• 23% of contracts set aside for small businesses
• $82 billion in unspent funds at fiscal year end (use-it-or-lose-it spending)
• Multi-year contracts that provide predictable revenue streams
• Net-30 payment terms backed by the U.S. Treasury

Common Misconceptions

Many business owners avoid government contracting because of myths and misconceptions:

"You need connections" — While relationships help, the procurement process is designed to be transparent and competitive. Many first-time contractors win without any prior connections.

"It takes years to win" — Some contracts can be won within months of registration. The timeline depends on your approach and the opportunities you target.

"Only big companies win" — Small businesses win billions in federal contracts every year. Set-aside programs specifically exclude large contractors from competing.

"The paperwork is overwhelming" — Registration is a one-time process, and once you understand the system, responding to solicitations becomes routine.

Your Next Steps

After watching this video, take these immediate actions:

1. Create your Login.gov account and start your SAM.gov registration
2. Identify your NAICS codes — the industry classification codes that describe your services
3. Research which agencies buy what you sell using USAspending.gov
4. Join our free course for a structured 30-day introduction to GovCon