5 Strategies for Winning Your First Government Contract

Winning your first government contract is the hardest step. Once you have one past performance entry, the next becomes much easier. Here's how to get that first win.

1. Start Small

Don't target $10M contracts as your first. Look for smaller opportunities in the $25K–$250K range where competition is lower and requirements are simpler. Micro-purchases and simplified acquisition threshold contracts often have fewer compliance requirements.

2. Subcontract First

Partner with a prime contractor on an existing award. As a subcontractor, you gain past performance, learn the government contracting process, and build relationships — without needing to win a prime contract first. Look for primes that have active set-aside contracts in your NAICS codes.

3. Target Agencies You Already Know

Government agencies buy from businesses they trust. If you have existing relationships with a federal agency through commercial work, that's your best starting point. Contracting officers have discretion in source selection for smaller acquisitions.

4. Attend Industry Days and Pre-Proposal Conferences

When agencies host industry days, attend them. These are opportunities to ask questions, meet contracting officers, and understand what the agency really wants — information that doesn't appear in the official solicitation.

5. Request Debriefs on Losses

If you submit a proposal and lose, request a debriefing. Contracting officers are required to provide one. Debriefs give you specific feedback on where your proposal fell short — it's the fastest way to improve.

GovRFP helps you identify the right opportunities to target and generate competitive proposals that address every evaluation criterion.