Successful government contractors begin winning long before the proposal is written.

The federal government buys goods and services from private companies instead of producing everything itself. Those purchases are governed by the Federal Acquisition Regulation (FAR), which defines how agencies advertise requirements, evaluate offers, and award contracts.

• Roughly $700B+ is obligated to contractors each year across every industry.
• Purchases range from office supplies to multi-year IT, logistics, and professional services programs.
• Every buyer follows a documented, auditable process - which means it is learnable.

Nearly every agency does, because agencies carry statutory small business goals. Contracting officers, small business specialists, and program offices all influence which small companies get considered.

• Government-wide goal: 23% of prime contract dollars to small business.
• Additional goals for women-owned, service-disabled veteran-owned, HUBZone, and 8(a) firms.
• Large primes also carry subcontracting plans - teaming is a legitimate entry path.

The contract type determines who carries the cost risk and how you will be paid. Read it before you price.

• Firm-Fixed-Price (FFP): one price, contractor carries cost risk.
• Time & Materials (T&M): labor rates times hours, government carries more risk.
• Cost-Reimbursement: allowable costs plus fee, requires an approved accounting system.
• IDIQ / BPA / GWAC: vehicles you compete on first, then compete for task orders.

Agencies use contractors for surge capacity, specialized expertise, technology modernization, and functions that are not inherently governmental. The mission - not the purchase - is what they care about.

• Access to skills the agency cannot hire or retain.
• Speed: contracts scale up and down faster than federal hiring.
• Innovation from the commercial market.

Dollar thresholds change how an agency is allowed to buy, which changes how you should pursue the work.

• Micro-purchase (under $10,000): often a government purchase card.
• Simplified acquisition (up to $250,000): reserved for small business, faster process.
• Above $250,000: full competition, formal proposals, evaluation criteria.
• Large programs ($10M+): multi-year, usually require past performance and a team.

Set-asides restrict competition to a specific category of small business. Certification is not marketing - but it does control which competitions you can enter.

• Small Business set-aside
• 8(a) Business Development Program
• HUBZone
• Women-Owned Small Business (WOSB / EDWOSB)
• Service-Disabled Veteran-Owned Small Business (SDVOSB)

Public postings are the end of the process, not the beginning. Use them for research as much as for bidding.

• SAM.gov - solicitations, sources sought, and award data.
• Agency forecasts and long-range acquisition plans.
• GSA eBuy and vehicle-specific task order portals.
• USASpending.gov and FPDS for historical spend and incumbents.

An agency requirement moves through a predictable sequence. Knowing where an opportunity sits tells you whether you should be researching, engaging, capturing, or writing.

• Most influence is available before the solicitation exists.
• Once the RFP drops, the requirement is largely fixed.
• Capture planning is how you use the early window deliberately.