Short answer: to get government contracts as a small business, you register your business in SAM.gov, choose the NAICS codes that describe your work, get any small business certifications you qualify for, find solicitations that fit, and submit compliant, well-priced proposals — often starting as a subcontractor. Federal, state and local governments all set aside work for small businesses. This guide walks through each step in order.
Step 1: Get your business basics in place
Before you register anywhere, have these ready: your legal business name and address exactly as the IRS has them, your EIN, a business bank account, and any licenses your trade needs in the states where you will work. Mismatches between your IRS records and your registration are the most common reason registrations stall.
Step 2: Register in SAM.gov
SAM.gov is the federal government’s registration system. Registering gives you a Unique Entity ID (UEI) and, for most businesses, a CAGE code. You need an active registration to win federal prime contracts, and many states, primes and grant programs ask for it too. Registration is free; it must be renewed every year. See our SAM.gov registration checklist or let us handle SAM.gov registration for you.
Step 3: Choose the right NAICS codes
NAICS codes tell buyers what you do, and each code has its own small business size standard. Pick a primary code that matches most of your revenue and add secondary codes for other work you can actually perform. Your codes decide which set-asides you can bid on, so choose them carefully.
Step 4: Get certified (if you qualify)
Certifications open doors to set-aside contracts and help prime contractors meet their small business goals. The most common:
- SBA 8(a) — for socially and economically disadvantaged owners; includes sole-source opportunities.
- HUBZone — for businesses in Historically Underutilized Business Zones.
- WOSB / EDWOSB — for women-owned small businesses.
- SDVOSB / VOSB — for veteran and service-disabled veteran owners.
- DBE — for transportation projects funded by the U.S. Department of Transportation.
- State programs such as California’s small business (SB), SB-PW and DVBE certifications.
Step 5: Register with state and local buyers
Federal contracts are only part of the market. States, counties, cities, school districts and transit agencies each run their own vendor portals. In California that means Cal eProcure plus each local agency’s portal. Most small businesses win their first contracts locally.
Step 6: Build a capability statement
A capability statement is a one-page résumé for your company: core competencies, past performance, differentiators, NAICS codes, UEI/CAGE and certifications. Contracting officers and primes expect one. See capability statement examples.
Step 7: Find the right opportunities
Search SAM.gov Contract Opportunities, your state portal and local agency sites for solicitations under your NAICS codes. Read the sources-sought notices and pre-solicitations too — responding early puts you on the buyer’s radar. Our open government bids page lists current opportunities.
Step 8: Decide bid or no-bid
Not every solicitation is worth chasing. Check whether you can meet the requirements for licensing, bonding, insurance and past performance, whether an incumbent is entrenched, and whether the timeline is realistic. A disciplined bid/no-bid decision saves months of wasted effort.
Step 9: Write a compliant, competitive proposal
Follow the instructions exactly, answer every evaluation factor, and price to win while protecting your margin. Missing a required form is the fastest way to be thrown out. If you are short on time, a bid writing service can produce the package for you.
Step 10: Start as a subcontractor
Large prime contractors must subcontract to small businesses and often have specific goals for 8(a), HUBZone, women-owned, veteran-owned, DBE or DVBE firms. Subcontracting builds past performance, which makes your next prime bid stronger.
How long does it take?
SAM.gov registration usually takes a few weeks. Certifications range from weeks to several months. Many small businesses land their first award within six to twelve months of getting registered and certified, especially when they bid consistently and team with primes.
Frequently asked questions
Is it free to register for government contracts?
Yes. SAM.gov and most state and local vendor registrations are free. You pay only if you choose to hire help.
Can a brand-new business get government contracts?
Yes, though it is harder without past performance. Start with smaller local contracts, micro-purchases and subcontracts to build a track record.
Do I need a certification to win government contracts?
No, but certifications give you access to set-aside contracts with less competition and make you more attractive to primes with small business goals.
Want a hand with this?
GERC is a woman-owned, PhD-led government contracting firm that works with small businesses nationwide. We handle SAM.gov registration, certifications like 8(a), HUBZone, WOSB, DBE and DVBE, and bid writing — bids from $1,250 when you give us a month’s notice.