some of our clients:
  • Johnson and Johnson
  • YPO
  • Bristol-Myers Squibb
  • US Army
  • Air New Zealand
  • WB
  • Red Bull
  • Frito Lay
  • Mercedes-Benz
  • Delta Airlines
  • bp

How to Win Federal Government Contracts


Winning federal government contracts can provide lucrative income and grow predictable business. The U.S. federal government purchases the largest volume of products and services in the world. In 2022, federal government agencies spent around $5.8 trillion on goods and services. However, the process of finding, bidding, and securing these contracts is complicated and competitive. Many established businesses compete for these contracts without professional assistance, but all too often, unsuccessfully.  Below, you will find information to help you win federal government contracts.

Understand the Types of Federal Government Contracts

There are several types of federal government contracts, including:

  • Firm-Fixed-Price Contracts: These contracts establish a fixed price for a specific product or service. The price remains the same, regardless of the actual cost of production.
  • Cost-Reimbursement Contracts: These contracts enable the government to reimburse a business for the actual costs incurred in performing the contract. The government may also provide a fee or profit to the business.
  • Time-and-Materials Contracts: These contracts are a hybrid of the firm-fixed-price and cost-reimbursement contracts. They allow businesses to bill for the time and materials used to complete the project, and they also include a fixed fee or profit.
  • Indefinite Delivery/Indefinite Quantity Contracts: These contracts are used when the government has a recurring need for goods or services over a period of time. The quantity and delivery schedule can vary based on the government’s needs.
  • Multiple Award Contracts: These contracts are awarded to multiple businesses for the same products or services. The government can then choose which business to use for each project based on factors such as cost, performance, and availability.
  • GSA Schedules Contracts: The General Services Administration (GSA) awards pre-negotiated contracts that allow businesses to sell their products or services to federal agencies at predetermined prices.
  • Small Business Set-Aside Contracts: These contracts are reserved for small businesses and are set aside from the general pool of government contracts. This allows small businesses to compete for contracts among themselves, rather than against larger businesses.

How Federal Contract Bids Work

Before you start bidding on federal government contracts, it is crucial to understand the contracting process. The federal government has its own set of rules and regulations governing the procurement process. The best place to start is by reviewing the Federal Acquisition Regulations (FAR) and the agency-specific regulations that govern the procurement process. Here, you can learn about the bidding process, requirements for submitting proposals, and how contracts are awarded.

Federal contract bids are a competitive process in which businesses compete to win contracts to provide goods or services to federal agencies. Businesses must be prepared to invest time and resources in preparing a top-notch proposal that meets the requirements of the contract. Here’s an overview of how federal contract bids work:

1. Identify Opportunities

Although businesses can search for federal contract opportunities on the Federal Business Opportunities (FedBizOpps) website or other government procurement websites, finding the right RFPs is complex and time-consuming. Successful government contractors usually retain dedicated government bid researchers to take this time-consuming activity off their plate.

2. Review the Requirements and Evaluation Criteria

Before you begin working on your proposal, make sure you understand the requirements, scope of work, evaluation criteria, and timeline. If you have any questions, be sure to contact the contracting officer for clarification. Carefully read and analyze the RFP to ensure you have the necessary qualifications, experience, and resources to meet every requirement..

3. Research the Agency and Competition

Do your research on the agency and the competition to understand their needs, priorities, and previous contracts. This information will help you tailor your proposal to meet their specific needs. Build relationships with key decision makers by attending industry events, networking with government officials, and providing excellent customer service.

You can review prior competitor proposals thanks to the Freedom of Information Act (FOIA). By submitting a FOIA request, you can learn how your competitors position and price their offers and organize their proposals. However, many agencies will not disclose pricing.

4. Assemble a First-rate Proposal Team

Make sure you have the right personnel in place to address all the requirements of the RFP. Bring together a team of seasoned professionals who can contribute their expertise and skills to the proposal development process. This team should include writers, subject matter experts, project managers, and other key staff members.

5. Write a Compelling Proposal

A critical step in winning federal government contracts is to identify your niche. The federal government has specific needs and requirements, and it is crucial to understand them before submitting a proposal. By identifying your niche, you can tailor your proposals to the specific needs of the agency, increasing your chances of winning the contract.

Develop a strategy that outlines your approach to addressing the RFP requirements, including your proposed solution, methodology, and key differentiators. Tailor your proposal to the specific needs of the government agency and the project at hand.

Your proposal should be well-written, concise, and focused on the needs of the agency. Make sure your proposal is easy to read and understand. Use the format and language specified in the RFP. The proposal must address all the evaluation criteria stated in the RFP.

Unfortunately, most businesses struggle with proposal writing internally and rarely win bids. Federal government proposal writing is not their main business. As a result, they are crushed by businesses that use professional proposal services like ours. We know precisely what it takes to win.

6. Price Competitively

Price your proposal competitively but don’t lowball it. You want to offer the best value relative to price, but you also need to make a profit. Make sure you consider all costs, including overhead and potential risks. Your research should take into account market rates for similar services.

7. Provide Evidence of Past Performance

You must be prepared to provide evidence to support your claims.  Demonstrate your experience and track record of success by providing examples of similar projects you have completed in the past. This will help build confidence in your ability to deliver the RFP requirements.

Consider working with companies that have complementary skills and expertise to strengthen your proposal and maximize your chances of winning.  Take the time to understand the needs and goals of potential partners, and position yourself as a solution provider. By building relationships, you can increase your chances of winning contracts through referrals and recommendations.

8. Submit Your Proposal

You must meet every submission requirement such as the format, number of copies, and deadline.  Make sure you have reviewed all addenda before submitting your proposal.

Nowadays, many bids are submitted online, via email or a designated portal.  Don’t leave your electronic submission to the last day. Many portals are difficult to navigate and error messages are common.  You don’t want to risk being disqualified by missing the submission deadline.

9. Be Responsive and Follow Up

Make sure you respond promptly to any questions or requests for information from the government agency. Ensure that your proposal is submitted on time and meets all the RFP requirements.

Follow up with the contracting officer after submitting your proposal to ensure that it was received. Make sure you address any additional questions or concerns. You can follow up by making a phone call, sending an email or a letter.  Winning federal government contracts is a learning process. If your proposal is unsuccessful, use the experience to optimize your next proposal and your chances of winning future contracts.


Federal government contracts offer businesses access to a large and diverse customer base, long-term revenue, improved financial stability, innovation opportunities, competitive advantage, and job creation.

Successful bids require research, relationship-building, and a superior systematic process. With careful planning and execution. you can maximize your chances of winning federal government RFPs. While the process can be demanding, it’s important to be persistent and properly leverage your competitive advantage.

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Monday to Friday, 8:30 am – 5 pm PST.

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4 Responses to “How to Win Federal Government Contracts”

  1. William L says:

    I’ve relied on your advice for 20 years and you have never let me down. Thanks for your selfless contribution.

  2. Barbara H says:

    Thanks for saving us a lot of time and money. By reading this post and speaking with you, I learned that our company needed to have a past performance record to serve as a prime government contractor. Based on your advice, we reached out to some existing prime contractors who have brought us on as a sub. We are building a performance record with government agencies as you suggested. We are learning how to work with the government and look forward to being a prime contractor in the future.

  3. Ron P says:

    Great post. You have educated our team through this process and enabled us to win three critical federal contracts. We are indebted to your team of experts. No others come close.

  4. Jeffrey H says:

    I want to thank you for providing your one of a kind professional RFP service. When we took your team on board to find and produce government RFP’s for us, we would have been happy if we had won 60% of our submissions. You have wowed us with 8 wins out of 9 bids. Your team has proven to be our most valuable business partner.

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