Selling to the federal government


Selling to the federal government

By: M. Gonzalez – M&A SDC

Selling to the federal government can be a lucrative endeavor, but it can also be complex and highly regulated. Here is a roadmap to help you navigate the process:

Research and Preparation:

  • Understand the Market: Research the federal government’s needs and priorities. What products or services are in demand
  • Registration: Ensure your business is registered and has a Unique Entity Identifier (UEI) number. This is a unique identifier for your company assigned by
  • NAICS and SAM Registration: Obtain a North American Industry Classification System (NAICS) code and register with the System for Award Management (SAM).

Certifications and Qualifications:

  • Small Business Certification: Consider getting certified as a small business or disadvantaged business, as this can open up opportunities for set-aside contracts.
  • GSA Schedule: If applicable, consider obtaining a General Services Administration (GSA) Schedule contract, which allows you to sell goods and services directly to federal agencies.

Understand the Procurement Process:

  • Federal Acquisition Regulations (FAR): Familiarize yourself with the FAR, which governs the federal procurement process.
  • Types of Contracts: Understand the different types of contracts, including fixed-price, cost-reimbursement, and more.

Market Your Products/Services:

  • Federal Business Development Plan: Create a business development plan tailored to the federal government’s needs.
  • Networking: Attend industry events, join government-focused business associations, and build relationships with procurement officers.

Identify Opportunities:

  • FedBizOpps (Now Search for procurement opportunities on websites like (formerly FedBizOpps).
  • Agency Websites: Visit individual agency websites and check for their procurement opportunities.

Proposal Preparation: 

  • RFP Analysis: Thoroughly analyze Request for Proposals (RFPs) to understand the requirements.
  • Compliance: Ensure your proposal meets all the specific requirements and criteria outlined in the RFP.
  • Quality and Clarity: Craft a clear, compelling, and technically sound proposal.

Submit Bids and Proposals:

  • Timely Submission: Ensure your bids and proposals are submitted before the deadline.
  • Follow Instructions: Carefully follow the submission instructions and provide all
    requested documentation.

Contract Management:

  • Contract Administration: If awarded a contract, manage it diligently, adhering to all terms and requirements.
  • Compliance: Stay compliant with all federal regulations and reporting requirements.

Performance and Customer Satisfaction:

  • Deliver Quality: Meet or exceed the expectations of your government customers.
  • Build Relationships: Foster positive working relationships with government officials.

Continuous Improvement:

  • Feedback: Seek feedback from government customers and use it to improve your services.
  • Stay Informed: Keep up-to-date with industry and regulatory changes that may affect
    your business.

Subcontracting and Teaming:

  • Consider teaming up with other companies as subcontractors to increase your chances of winning larger contracts.

Patience and Persistence:

Understand that the federal procurement process can be lengthy and competitive. Be patient and persistent.

Compliance and Ethics:

  • Maintain high ethical standards and ensure compliance with all laws and regulations.

Remember that selling to the federal government can take time and effort, but with the right approach, it can be a lucrative market for your business. Seek advice from government contracting experts or consultants if needed, and adapt your strategy based on your specific
industry and target agencies.