Frequently Asked Questions

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The federal government buys almost everything, from professional services and IT solutions to construction, manufacturing, and office supplies. To find out if your products or services are in demand:

• Search SAM.gov for past and current contract awards.
• Use USASpending.gov to see where federal dollars are spent.

• Register in SAM.gov (System for Award Management).
• Obtain a Unique Entity Identifier (UEI) and CAGE Code.
• Identify your NAICS codes (business classification).
• Research government agencies that buy what you offer.

Selling to the federal government can be challenging due to strict regulations, long sales cycles, and competitive bidding. However, with the right strategy—such as leveraging small business set-asides, networking with agency buyers, and responding to smaller contracts first—it becomes much more manageable. Partnering with experienced consultants can also streamline the process.

The Limitations on Subcontracting Rule restricts how much work can be outsourced for small business set-aside contracts. Businesses using this model must ensure they add value beyond just being a pass-through entity to stay compliant and competitive.

It depends on the demographics of the majority owner of the organization, where they operate, and if they qualify for certain development programs. Certifications give small businesses access to set-aside and sole-source contracts. Key certifications include:

• SDVOSB (Service-Disabled Veteran-Owned Small Business)
• 8(a) Business Development Program (for disadvantaged businesses)
• WOSB (Women-Owned Small Business)
• HUBZone (Historically Underutilized Business Zone)

SAM.gov – The official government procurement website.

A Capabilities Statement is a one-page marketing document that highlights your business’s expertise, past performance, and differentiators. It’s used to introduce your company to federal agencies and prime contractors.

The GSA Schedule is a long-term government contract that pre-approves businesses to sell to agencies at negotiated prices. It’s beneficial but requires time and effort to qualify.

Attend industry days, matchmaking events, and government conferences, respond to Sources Sought Notices, and connect with small business liaisons at target agencies.

It varies, but new businesses often take 6-12 months to secure their first contract. Persistence, networking, and a strong strategy improve your chances.