How do I start government contracting?

By Matt Pettijohn · Reviewed September 14, 2026

Start by defining what your business can deliver, researching federal demand, organizing your registration records, and confirming a realistic delivery and cash-flow plan.

1. Define a specific offer

List the products or services you can deliver, your role, and what depends on a supplier or subcontractor. Record quantities, geography, lead times, authorizations, and evidence of relevant experience.

2. Research what agencies buy

Review current notices and prior awards to understand demand. A past recipient is a research lead, not automatically the current incumbent. A sources-sought notice requests market information and is not the same as an invitation to submit an offer.

3. Organize the company record

Review registration and identifier requirements, applicable industry codes, and any certification relevant to the opportunity. A UEI identifies an entity; it does not establish that its SAM registration is active or that it holds a small-business program certification.

4. Check timing and resources

When the standard FAR 52.204-7 provision applies, SAM registration is required when submitting an offer or quotation and at award. Check the actual provision, any alternate, and agency instructions. Separately confirm delivery capacity and the timing of supplier payments and customer receipts.

5. Work one opportunity through a complete review

Read the full solicitation and attachments, identify blockers, record evidence, and build a response checklist. A smaller, well-understood opportunity can be more useful than a long list of unqualified prospects.