How to Win Your First Government Contract (With No Experience)

Start here: get registered before you chase a single opportunity

One hard rule comes before any strategy: you cannot be awarded a federal contract until your business is registered. This is not the last step — it is step zero, and it gates every path below. To bid and be awarded federal work you need an active registration in SAM.gov (the System for Award Management) and a validated Unique Entity ID (UEI); offerors are generally required to be registered at the time an offer is submitted (FAR 4.1102).

Order matters because registration is not instant. It runs an identity and entity validation step that can take days to weeks — longer if your business information does not cleanly match public records. If you spend three weeks lining up an opportunity and only then discover you cannot submit, you have lost the window. So start the registration clock on day one, in parallel with everything else.

• Check whether your business is already registered and active in SAM.gov, or begin the process if it is not.

  Confirm or start your SAM.gov registration →

• The UEI is the 12-character identifier award systems key on. If you are not sure of yours, look it up.

  Look up your UEI / CAGE code →

• A registration has to stay active. A lapse can quietly knock you out right before a deadline, so know when yours expires.

  Check when your SAM.gov registration expires →

While registration validates, pin down two more things every path needs: your NAICS code (the industry code that classifies your work) and the small-business size standard attached to it. That size standard governs your eligibility for the small-business paths that make a no-record bid winnable, so find your NAICS code and size standard early.

Three realistic paths to a first award

Once your registration is under way, you have several ways to compete even with a blank record. These are not mutually exclusive — the strongest newcomers work more than one at the same time.

1. 1

   Compete inside a small-business set-aside

   A set-aside is a contract reserved so that only qualifying small businesses may compete — so instead of bidding against every firm in the country, you face a much smaller field of other small businesses. The SBA puts it directly: these programs mean "fewer businesses to compete with." That is why it matters so much with no track record: a set-aside shrinks the field to firms that look a lot like you, so an empty past-performance record stops being the thing that sinks you. Some set-asides are open to any firm that meets the small-business size standard; others require certification in an SBA program — 8(a), HUBZone, WOSB/EDWOSB, or SDVOSB. Certification takes time and documentation, so start by checking which ones you may qualify for.

   See which set-asides you may qualify for →
2. 2

   Aim at smaller, streamlined buys where past performance is de-emphasized

   A large share of government spending happens at the smaller end, where agencies use streamlined procedures. Below the Simplified Acquisition Threshold (SAT), past performance carries less weight, and under FAR 15.305(a)(2)(iv) an offeror with no relevant record must be rated neutrally — so awards often come down to price and technical acceptability. At the very smallest end, micro-purchases can be a first foothold, though they are usually made at a buyer's discretion rather than competitively posted. (The SAT and micro-purchase dollar figures adjust for inflation, so verify the current amounts on acquisition.gov.) Combine this with a set-aside — small buys inside a set-aside are frequently where first-timers land their opening win.

   Find your NAICS code and size standard →
3. 3

   Subcontract or team first, then cite that work as a prime

   The chicken-and-egg problem dissolves through teaming. Under an SBA rule effective August 22, 2022 (13 CFR 125.11), a small business bidding as a prime can cite past performance from work it performed as a first-tier subcontractor, or as a member of a joint venture — even if other JV members were large. So teaming is not just revenue; it builds real, citable federal past performance for your own future bids. Request a first-tier subcontractor rating from the prime within the window after the period of performance ends, and keep records of the specific joint venture and contracts. To find primes worth approaching, look at who is already winning the kind of work you could support.

   Find primes winning work in your space →

Engage early — before the formal bid exists

One more move experienced newcomers use and beginners overlook: responding to sources-sought notices and requests for information (RFIs). Long before a formal solicitation, an agency often posts one to gauge whether capable small businesses exist for the work. Responding puts your firm on the contracting officer’s radar, and thoughtful responses occasionally help shape how the requirement is written — which can nudge an opportunity toward being set aside for small business. These notices are posted alongside contract opportunities on SAM.gov; watching for them and answering the ones that fit is a low-cost way to build relationships before you are ever asked to submit a priced bid.

Common questions

Do I need to register in SAM.gov before I can win anything?

Yes, and it is the very first thing to do. You must have an active SAM.gov registration and a validated Unique Entity ID (UEI) to be awarded a federal contract, and offerors are generally required to be registered in SAM at the time an offer is submitted (FAR 4.1102). Because registration includes an identity and entity validation step that can take days to weeks, start it immediately rather than waiting until you find an opportunity.

How long does SAM.gov registration take?

It varies. The registration includes an entity validation step, and if your business details do not cleanly match public records you may have to correct them, which adds time — so plan for days to weeks rather than same-day. That is exactly why you should start the process on day one and pursue opportunities in parallel while it validates.

Can I really win a government contract with no past performance?

Yes. In streamlined competitions below the Simplified Acquisition Threshold, the Federal Acquisition Regulation says an offeror with no relevant record "may not be evaluated favorably or unfavorably" on past performance — it must be rated neutrally (FAR 15.305(a)(2)(iv)). So a blank record cannot be scored against you, and these awards often come down to price and technical acceptability.

What is a set-aside, and why does it help a first-time bidder?

A set-aside is a contract reserved so that only qualifying small businesses may compete. It shrinks the field from every firm in the country to a much smaller pool of small businesses, which the SBA notes means "fewer businesses to compete with." That narrower field is often what makes a no-past-performance bid winnable, because you are not up against firms with decade-long track records.

Which set-aside programs should I look into?

Some set-asides are open to any business that meets the small-business size standard for its industry. Others require certification in a specific SBA program: the 8(a) Business Development program, the HUBZone program, the Women-Owned Small Business program (WOSB / EDWOSB), and the Service-Disabled Veteran-Owned Small Business program (SDVOSB). Which apply depends on your ownership and location, so check your eligibility before committing time to a certification.

What is the Simplified Acquisition Threshold?

It is a dollar line below which agencies use simplified, streamlined procedures and past performance carries less weight — the friendliest zone for a first-time bidder. The specific figure is set by the FAR Council and adjusts for inflation over time, so confirm the current amount on acquisition.gov before relying on a number.

Does a "neutral" past-performance rating help me or hurt me?

Neither, by design. FAR 15.305(a)(2)(iv) says a no-record offeror cannot be evaluated favorably or unfavorably on past performance. It protects you from being penalized for having no history, but it is not a preference — a rival with strong relevant past performance can still score higher on that specific factor.

What is a micro-purchase, and can it be my first contract?

Micro-purchases are the smallest federal buys, which agencies can make with minimal process and sometimes without competitive bidding. They are often placed on a government purchase card at a buyer's discretion and are usually not posted for competition, so the realistic play is direct outreach to buyers rather than hunting for posted notices. The exact dollar ceiling adjusts for inflation, so verify the current figure on acquisition.gov.

How do I build past performance if no one will hire a brand-new contractor?

Subcontract or team up. Under an SBA rule effective August 22, 2022 (13 CFR 125.11), a small business bidding as a prime can cite work it performed as a first-tier subcontractor or as a joint-venture member — turning teaming into citable past performance you can claim on your own bids. Look at public award history to find primes winning the kind of work you could support, and approach them about subcontracting.

How do I find prime contractors to team with?

Start with public award history to see which primes are already winning work in your line of business, then reach out about subcontracting or teaming. The SBA also runs subcontracting resources that connect small businesses with primes required to carry subcontracting plans, which is another free channel worth exploring alongside award data.

What are sources-sought notices and RFIs, and why should I respond?

They are notices an agency posts before a formal solicitation exists, to find out whether capable businesses are available for upcoming work. Responding puts your firm on the contracting officer's radar and, occasionally, helps shape how the eventual requirement is written. You will find them posted with contract opportunities on SAM.gov, and answering the ones that fit is a low-cost way to build visibility before you ever submit a priced bid.

Do I need a NAICS code and size standard?

Yes. Your NAICS code classifies the kind of work you do, and each code has a small-business size standard attached to it. That size standard determines your eligibility for the small-business and set-aside paths that make a no-record bid winnable, so pin down both early — ideally while your SAM registration is still validating.