How to Sell to the Government

Learn how to successfully sell to the government with our guide, covering federal market research, registrations, finding opportunities, subcontracting, and key success tips.


Unlock lucrative business opportunities by learning how to sell to the government. This guide aims to help you navigate the unique landscape of government procurement and successfully tap into this vast market.

Step 1: Conduct Federal Market Research

Thorough research lays the groundwork for your marketing strategy. Here are some resources and tips to consider:

  1. Identify Demand: Utilize resources such as, the Federal Procurement Data System (FPDS), Schedule Sales Query Plus, and GSA eLibrary to understand government spending patterns and demands.
  2. Profile Ideal Buyers: Decide which government agencies are most likely to purchase your products or services. Pinpoint current contractors and contract vehicles.
  3. Federal Acquisition Jumpstation: Familiarize yourself with agency-specific procurement practices.

Step 2: Complete Necessary Registrations

Ensure you have all the necessary registrations that are required for government procurement:

  1. Obtain D-U-N-S Number: A unique identification number required for federal procurement activities. Note: This will not be required after April 4, 2022.
  2. Register on SAM (System for Award Management): A consolidated platform for federal procurement. Registration is free.

Step 3: Finding Government Opportunities

Explore different platforms that list federal contract opportunities:

  • A database where you can track and receive alerts for selected opportunities.
  • eBuy (For GSA Schedule Holders): An online RFQ tool available to GSA Schedule Contract holders.

Step 4: Subcontracting and Teaming

Partnerships and subcontracts are great ways to gain experience and build a formidable track record. Here’s how:

  1. Explore Teaming Opportunities: Collaborate with companies offering complementary services to provide comprehensive solutions to government buyers.
  2. Seek Subcontracting Opportunities: Build your credibility by partnering with Prime Contractors.

Tools like GSA’s Subcontracting Directory and GSA eLibrary can help you locate subcontracting opportunities and potential partners respectively.

Tips for Success

  • Be Selective: Concentrate on opportunities that align with your capabilities and resources.
  • Build Relationships: Establish connections with agency procurement officers and attend industry events.
  • Understand Regulations and Compliance: Equip yourself with thorough knowledge on the regulations and requirements in government contracting.
  • Prepare a Strong Proposal: Emphasize your unique value proposal and adhere to all solicitation requirements.
  • Leverage Small Business Resources: Make use of resources and programs developed by the SBA for small businesses venturing into federal contracting.

Additional Resources

For further guidance and tailor-made assistance, consider exploring:

  • SBA Contracting Guide: Provides comprehensive guidance for businesses entering the federal market.
  • Local Procurement Technical Assistance Centers (PTACs): Offers personalized advice on everything government contracting.


Entering the federal marketplace requires diligence, research, and a strategic approach. Patience and persistence are keys to building a successful government contracting business. Always remember, with the right tools at hand and the willingness to understand the intricate processes of government procurement, your business is set on the right trajectory.

Pedro has extensive background as a Contracting Officer and Contract Specialist, has worked across seven federal agencies, managing contracts totaling over $1 billion in the professional and tech sectors. His notable tenure includes serving with the DoD/DARPA during the inception of their robotics program. Additionally, he played a pivotal role in initiating the Cyber Special Item Number (SIN) within the GSA's IT Schedule 70 as a Team Lead. After graduating from Harvard, he started Blackfyre to help you win your next contract.

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