How to Bid on Government Contracts:
Reactive vs. Proactive Approaches

If you’re like most federal contractors, you’ve probably been taught to pursue government contracts in a specific way. It’s the standard approach that has been repeated time and time again, but unfortunately, it often leads to frustration, low success rates, and, ultimately, businesses giving up on government contracting altogether.

At the Federal Contracting Center, we call this the Reactive Approach to federal contracting.

The good news? There’s a better way. In this blog post, we’ll break down the common pitfalls of the traditional method and introduce you to the Proactive Approach—a strategy winning contractors use to secure millions in federal contracts without waiting for opportunities to come to them.

The Standard (Reactive) Approach to Federal Contracting

Most small business contractors follow a familiar path when attempting to win government contracts. The federal bidding process typically goes like this:

1. Register in SAM.gov to get your CAGE Code: The System for Award Management (SAM.gov) is where all federal contractors must register to do business with the government.
2. Research and select the right NAICS Codes: These codes define the industries in which your business operates.
3. Pursue certifications for small businesses: You sign up for programs like HUBZone, 8(a) certification, or Women-Owned Small Business (WOSB) if you qualify.
4. Search for contracts on SAM.gov: You scour the website for opportunities to bid on.
5. Explore a GSA Schedule Contract: If bidding on SAM.gov doesn’t work out, the next step for many small business contractors is applying for a General Services Administration (GSA) Schedule.

Does this process sound familiar? If so, you’re not alone. This is the standard method taught to most small businesses. But here’s the problem, this method requires you to wait for opportunities and then react to them. As a result, you face intense competition, low odds of winning, and mounting frustration. Let’s break down why this happens.

Why the Reactive Approach Often Fails

The reactive approach is, as the name suggests, a waiting game. You have to wait for:

✔ A government buyer to stumble across your SBA profile and reach out to you.
✔ Contracts to be posted on SAM.gov, only to compete against numerous other bidders.

This method puts you at a disadvantage because:

• High competition: Everyone else is also waiting for the same opportunities, creating stiff competition.
• Low odds of success: With so many bidders, the likelihood of standing out is slim.
• Missed opportunities: Many lucrative contracts are awarded without ever being published or competed.

The result? Many contractors experience frustration, a lack of results, and eventually give up on pursuing federal contracts altogether.

The Proactive Approach: How Winning Contractors Secure Federal Contracts

Successful contractors don’t wait for opportunities—they create them. With the Proactive Approach, you can put yourself in control of your federal contracting journey.

In addition to completing your SAM Registration, getting NAICS Codes, and applying for federal certifications, the next steps are to:

1. Identify your ideal government customers: Research and target agencies or departments that are most likely to need your products or services.
2. Develop a strategic engagement plan: Create a roadmap for how you’ll get in front of decision-makers in those agencies.
3. Proactively reach out to build relationships: Establish direct lines of communication with buyers and build trust over time.
4. Focus on non-competed opportunities: By building relationships, you position yourself for awards that aren’t published or open to competition.

This approach allows you to stand out from the crowd, secure contracts with less competition, and build long-term relationships with government buyers.

Why the Proactive Approach Works

The proactive approach works by shifting the focus from reacting to opportunities to creating opportunities. Need assistance creating a federal networking strategy that fits your business? Our U.S. government contracting consultants can help. Reach out today to learn more!

Here’s why this method is so effective:

Less competition: By building relationships with decision-makers, you’re more likely to access non-competed contracts.
Higher win rates: Contracts awarded based on relationships and trust have far higher success rates than those won through competitive bidding.
Sustainable growth: By targeting the right customers and maintaining strong connections, you can secure a steady stream of government work.

Ready to Win Federal Contracts?

If you’re tired of waiting for opportunities to come to you and want to take control of your federal contracting strategy, it’s time to make the switch to the proactive approach. At the Federal Contracting Center, we help small businesses like yours target the right customers, build meaningful relationships, and win federal contracts that aren’t even announced to the public.

Don’t settle for frustration and low odds. Let our government contracts consultants help you leverage the same strategies winning contractors use to secure millions in government contracts. Ready to get started? Give our experts at the Federal Contracting Center a call today!

By moving away from the outdated reactive model and embracing a proactive strategy, you can position your business for long-term success in the world of federal contracting.