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How to win your first government contract

A plain-English, step-by-step guide for small trade businesses — cleaning, construction, landscaping, HVAC, security and more. Registration is free, and the federal government is required to aim a large share of its spending at small businesses.

1. Register your business in SAM.gov (it's free)

Every company that wants a federal contract needs an active registration in SAM.gov, the government's System for Award Management. Registering gives you a Unique Entity ID (UEI). You will need your legal business name and address exactly as the IRS has them, your EIN, and bank details for payments.

Registration costs nothing. Ignore companies that call or email offering to "register you" for a fee. Plan on a few weeks for validation, and renew every year so you stay active.

2. Find your NAICS codes and check your size

NAICS codes describe what you do. Agencies tag every notice with one, so the right codes are how you get found and how you find work. Common ones for trades: 561720 janitorial, 561730 landscaping, 236220 commercial construction, 238160 roofing, 238210 electrical, 238220 plumbing and HVAC, 561710 pest control, 561612 security guards.

Each code has an SBA size standard (usually average annual revenue or employees). If you're under it, you count as a small business for that work. Check the current table on SBA.gov.

3. See which certifications you qualify for

Certifications unlock contracts that only certain firms may bid on:

• 8(a) — socially and economically disadvantaged owners.
• HUBZone — your office and employees in a designated HUBZone area.
• WOSB / EDWOSB — at least 51% women-owned.
• VOSB / SDVOSB — veteran or service-disabled veteran owned (certified through SBA).

You don't need one to start. Many contracts are "Total Small Business" set-asides open to any small business.

4. Learn the four notice types

• Sources Sought — the agency is doing market research. Reply! If enough small businesses answer, the contract is often set aside for small businesses.
• Presolicitation — a heads-up that a bid request is coming.
• Solicitation / Combined Synopsis — the actual request for bids. This is where you submit a price.
• Award — who won and for how much. Great for pricing research.

Most small, simple purchases are reserved for small businesses when at least two capable small businesses are expected to bid. That's why being registered and visible matters.

5. Write a one-page capability statement

This is your federal business card: company name, UEI, NAICS codes, certifications, core services, 3–5 past jobs (commercial work counts), equipment, service area, and contact info. Attach it to every Sources Sought reply and send it to the small-business office at agencies near you.

6. Read the solicitation like a checklist

• Scope / Statement of Work — exactly what, where, how often.
• Due date and time zone — late offers are almost always rejected.
• Wage determination — service contracts (cleaning, landscaping, security) and construction usually require minimum wages and fringe benefits. Build them into your price.
• Site visit — often optional but highly recommended.
• Insurance and bonding — larger construction jobs usually need bid and performance bonds.
• Evaluation — lowest price, or best value (price plus past performance and approach).

7. Price to win — and to profit

Use past awards on SAM.gov and USAspending.gov to see what agencies paid before. Start from labor at the required wage rates, add fringe, supplies, equipment, insurance, overhead, and profit. Don't underbid a multi-year contract you can't staff.

8. Start small, then grow

Small purchases, one-time jobs and subcontracts to larger primes are the fastest way to build federal past performance. Each completed job makes the next bid stronger.

9. Get free help

APEX Accelerators (formerly PTACs) and Small Business Development Centers offer free one-on-one counseling on registration, bids and pricing. Many have Spanish-speaking counselors.

This guide is general information, not legal or procurement advice. Rules change; always follow the instructions in the official solicitation.