How to Win Your First Government Contract
By FastTender · Jun 10, 2026 · 8 min read
Federal contracting can look impenetrable from the outside, but the path to a first win is more predictable than most people expect. Here's the sequence that actually works.
1. Get registration-ready
Before anything else, register in SAM.gov. It's free. You'll need an EIN, a Login.gov account, and a Unique Entity ID. Complete your entity registration and representations & certifications, and confirm your status shows 'Active.'
2. Define your lane
Pick the NAICS codes that describe what you do and check the small-business size standard for each. Then research which agencies buy that work and how - past awards tell you who the incumbents are and what winning looks like.
3. Shape before you chase
The contracts you're most likely to win are the ones you helped shape. Respond to RFIs and sources sought notices, meet the customer, and make your capabilities known before the solicitation drops.
4. Qualify ruthlessly
You can't bid everything. Use a disciplined bid/no-bid process: relationship, relevant past performance, set-aside fit, and price competitiveness should drive the decision - not optimism.
5. Write a compliant proposal
Follow the solicitation's instructions exactly. Answer Section L's requirements in order, write to Section M's evaluation factors, and never miss a mandatory item - non-compliance gets you eliminated before your content is even read.
Start with winnable work - set-asides you qualify for, subcontracting, or simplified acquisitions - to build the past performance that makes the next win easier.