government contracting

How to Succeed at Government Contracting

government contractingGovernment contracting is admittedly somewhat intimidating, and understandably so.

Whereas courting small, local businesses might have low stakes, there is so much more to gain by convincing a government agency to put its trust in your business.

Lucky for you, it is a legal requirement for government agencies to provide opportunities for small businesses. This means that you don’t have to fear that your contract bids won’t be taken into consideration.

Of course, perfecting your vetting process and overall strategy wouldn’t hurt your chances of landing a deal. That said, we’re walking you through a few musts that will help you get your game on point.


Regardless of whether you’ve got your eyes on a government agency or a local startup, vetting is an essential part of the contracting process.

After all, knowledge is power, and you’re going to need all of the power you can get when dealing with a government agency.

Because we live in a digital age, much of the vetting process is “simple,” which really just means that you have a world of information about government agencies available to you online.

If you want to know, for example, more about an agency’s goals, you can visit a government database of agencies. If you want to know more about an agency’s spending habits, there is a database for that as well.

Needless to say, though, you’ll need more than the net to properly vet an agency. Networking, for instance, is nothing short of a mandate.

Supply What Is Demanded

You’ve definitely heard of supply and demand.

Hopefully, you’ve already factored such market forces into your business model. That is to say, you’ve already done the research and have reached out to agencies that actually need what you’re selling.

Not only should these agencies need what you’re selling, but they should also be able to identify you as a reliable vendor of the products you supply.

In other words, you must take great care to market your business in a way that makes you more appealing to your target buyers.

Follow The Leader

Some people are willfully independent and will attempt to do almost everything on their own. If you are one of those people, you’re missing out on the chance to get some great advice from industry experts.

To be completely blunt here, most of us are not in the position to turn down solid advice. In fact, we’d say that everyone needs a mentor every now and then, regardless of how much experience you have.

Don’t Give Up

A lot of people say that “persistence is the key to business success,” though perhaps not using those exact words. In many ways, these people are correct.

Taking “no” for an answer is just not an option for a business owner; you don’t have the luxury of giving up on most business pursuits.

Even so, making back-to-back pitches to (and annoying) an agency that has consistently rejected you is not wise. We instead recommend that you back off for a while, reevaluate your strategy, and then try again if you find yourself in this situation.


If you try all of the above tips and find that nothing is working for you, you can always try “subcontracting to a prime vendor.”

We understand that you ultimately want to be a prime vendor, but receiving public funds as a subcontractor won’t hurt you one bit.

That said, you can check out the database we have linked to above in order to find subcontracting opportunities that have been “posted by large prime contractors and other non-federal agencies.”

Regardless of whether or not you pursue a role as a prime vendor or a subcontractor, we wish you well on your journey, and we know that you’re going to land the contract of your dreams one of these days.

You just have to stay positive and work hard.