How to sell to the U.S. government as a small business

The federal government is the largest buyer in the world, and by law it reserves part of its spending for small businesses. Here is how to get started, step by step.

1. Register in SAM.gov (it's free)

To receive a federal contract your business needs an active SAM.gov registration and a Unique Entity ID (UEI). Registration is free and renewed every year. Be wary of anyone who charges you to "register" you.

2. Find your NAICS codes

Every opportunity is classified with a 6-digit NAICS code describing the industry (for example 561720 = janitorial services). Pick the codes for what you do: agencies find you by them and you filter opportunities with them. Each NAICS also has a size standard (revenue or employees) that defines who counts as a small business.

3. Check which set-asides you qualify for

Many contracts are reserved for certain kinds of small businesses, so you compete against fewer firms: small business, women-owned (WOSB), 8(a), HUBZone, service-disabled veteran-owned and veteran-owned. Certifications are handled by the SBA at no cost.

4. Understand the notice types

• Sources Sought: the agency is asking who can do the work. Replying puts you on their radar and can lead to a small-business set-aside.
• Presolicitation: a heads-up that a solicitation is coming.
• Solicitation (RFP / RFQ): offers are accepted until the deadline.
• Award: who won and for how much — valuable intelligence for your next bid.

5. Read the solicitation like the evaluator does

Section L tells you how to submit (format, page limits, deadline); Section M tells you how offers are scored (lowest price technically acceptable, or best-value tradeoff). A great offer that ignores Section L can be rejected unread.

6. Start small and local

Smaller buys (up to roughly $350,000) are generally set aside for small businesses and have simpler procedures. Searching your state and your industry is the fastest way to win your first government contract — which then counts as past performance.

How Conexo Gov helps

• Search every open federal bid, with synonyms (janitorial = custodial = cleaning).
• Email alerts every morning with new bids in your state and industry.
• Past awards: who won similar work and for how much.
• Recompete radar: contracts expiring soon that will be bid again.
• With Pro + AI, every RFP explained with the exact page for each requirement — in English or Spanish.

This guide is for information only and is not legal advice. Rules and thresholds change: confirm on SAM.gov and SBA.gov.