Getting Started in Government Contracting: Begin with Research
Editor’s Note: Getting Started in Government Contracting is part of a series on US government contracting (GovCon) opportunities at all government levels. Non-US entities can also register in SAM.gov as a foreign entity.
Have you considered selling your products and services to the local, state, and federal government? If not, you may be interested in an introduction to the opportunities. In this article, I offer tips to help you get oriented. Later articles in the series discuss the contracting process and outline how to get started.
First, to set the record straight: you cannot dabble in government contracts. It takes time and protracted effort to succeed. As with any pursuit, ask yourself if you are willing to spend 20-30% of your day, week, or month researching opportunities, following up on leads, speaking with procurement professionals, and networking with other business-to-government (B2G) companies that sell to the government. If not, you can stop reading, but please do not!
First, you will need a NAICS and a NIGP code to describe the subject matter of what you are selling.
The North American Industry Classification System (NAICS) codes categorize business specialties and industry classifications used by local and federal agency procurement professionals.
National Institute of Governmental Purchasing (NIGP) commodity codes are a standardized system used by government agencies to classify products and services.
State governments use NIGP codes in their purchasing processes. The table below displays three NAICS codes and their corresponding potential Texas NIGP codes. I recommend that you identify three to five codes to highlight your areas of expertise.
| NAICS | Texas NIGP |
| 541611 – Administrative Management Consulting | 918-06 – Administrative Consulting |
| 541613 – Marketing Management Consulting | 918-76 – Marketing Consulting |
| 541614 – Operations Research Services Consulting | 956-05 – Business Research Services |
Second, find out about the existing buying and supply patterns. There are multiple platforms to search, which may make your head spin. I start with USASpending.gov, a user-friendly website.
Here is how I went about finding past contracts in the business areas I illustrated above:
On USASpending.gov, I clicked on “Search Awards.”
I then created filters on the left-hand side of the page before submitting the search. In this example, I used:
- Keyword – Administrative
- Filter by FY (Fiscal Year) 23, 24, 25
- Agency – Dept of Commerce
- Award Type – Contract
- NAICS – 541611 – Admin General Mgt Consulting
Here is the result:
On this page, you can view the spending by year, the number of contracts, a list of prime contractors, and the total amount awarded. Further down the page, you can then select your state from a map. This will display information about contracts that were transferred to other companies for completion. These are referred to as downstream or subcontracted (subbed) contracts.
Clicking on the recipient’s name will take you to a list of contracts, organized by sub-agency and NAICS. I recommend choosing one agency at a time and selecting your state to find out which subcontracting companies and/or prime contractors are working on each assignment. (This will benefit business development efforts in the long run; more on that in a future blog.)
I will discuss in further detail in the next blog post other platforms to research for federal government agencies, including System for Award Management – SAM.gov and the Federal Procurement Data System (FPDS).
Details on each agency’s procurement plans can be found on its website’s Acquisition Forecast page at Acquisition.gov. Scroll down to click on Procurement Forecasts. There, you see what an agency is procuring and the timeline of the bid process.
In this example, I chose to search the General Services Administration (GSA) for its forecast of contracting opportunities. As seen on the USAspending site, you can scroll through opportunities and filter your search requirements.
As you may be aware, some government websites are currently undergoing reconstruction and may not be accessible. It changes daily. When possible, look on agency websites for management priorities and strategic plans. Agencies use PowerPoint presentations and make them available on their websites. In a later blog, I will explore more ways to dig into the needs of an agency.
Search State Opportunities
State entities purchase hundreds of products and services. I recommend conducting a quick search using NIGP and keywords on your state’s agency platforms.
Search your State Comptroller or similar entity for statewide contracts. For example, in Texas, search statewide contract and bid opportunities on their Purchasing site. These include opportunities from 200+ state agencies and university systems. Your state will have a similar listing, and it may include both free and paid platforms.
Bonfire, recently renamed Euna Supplier Network, is a third-party procurement database that many government entities use to post their opportunities.
Create a free Euna/Bonfire account and establish a business profile. You will need your NAICS and NIGP codes to fill out a profile. By doing so, you are setting up daily email delivery of notifications about opportunities in your areas of expertise.
This site displays opportunities with various entities, including nationwide, state, local government, non-profit, community, and school district organizations. It shows you the types of projects that are funded and the services needed by the agency and/or the community. This allows you to broaden your reach and identify other small businesses to partner with, thereby building your capacity and expanding your network.
All this is just the start.
In my subsequent blog posts, I will cover the tools and resources you need to get started, how to be found by agencies, where procurement folks look for small businesses, and how to connect with subcontractors and primary contractors (primes). It’s a lot, and I thank you for joining me as we delve into GovCon together!
Christina Mortel, co-owner of Get Write to Business LLC, provides original written communications, including case studies, White Papers, feature articles, and web copy, for B2B and B2G audiences. We research, write, and fact-check content that educates and informs decision makers, explains complex issues, and reaches diverse audiences. Our focus areas are Economic Development, Entrepreneurship, Government Contracting, and Small Business Advising.
