What The Change to Size Standards Means for Your Small Business SBA published a proposed rule on August 20 that rewrites how it defines size standards for a small business (Docket SBA-2026-0199, RIN 3245-AI67). Comments are open through September 21. What's actually changing The rule collapses nearly 1,000 size standards, mostly set at the 6-digit NAICS level, into 338 broader standards at the 4- and 5-digit level. It drops the current exceptions, shifts a lot of industries f

Two people researching contracting essentials Contracting can be a significant growth avenue for small businesses with revenues between $500K and $5M. However, the process is complex and requires a clear understanding of procurement procedures, bid readiness, and proposal strategy. With over 20 years of procurement experience, I will guide you through the essentials of small business contracting, helping you navigate the landscape with confidence and efficiency. Understanding

Federal Vs. SLED Government Contracts "Start with federal contracts." That's the advice most small businesses get when entering government contracting. It's usually wrong. The capital Federal contracts get all the attention. Big dollar amounts. High visibility. Prestigious clients. But for most small businesses, state and local government (SLED) is the better entry point. Why Federal Seems Attractive The numbers are compelling: $750+ billion in federal contract spending annua

Illustration of two professionals shaking hands over a signed government contract. Navigating government contracting can be complex, especially when your business is new to the process or struggling with low win rates. Developing an effective bidding strategy is essential to improve your chances of success. One approach that has proven valuable over two decades of procurement experience is the use of trial bidding strategies. These techniques allow you to test, refine, and op

Two business professionals looking over their proposal. Navigating government contracting can be a complex and time-consuming process. For small to medium businesses with revenues between $500K and $5M, the challenge is not just finding opportunities but also preparing bids that stand out. Government contracting requires specific capabilities and documentation. Understanding what you need in place before pursuing opportunities can save significant time and resources. Leveragi

A person completing a bid proposal form by hand. Winning contracts through procurement processes can be challenging. You need a clear, strategic approach to stand out among competitors. Crafting a compelling bid proposal is essential to success. This guide will walk you through practical steps and proven bid proposal best practices to help you win more government and corporate contracts. Whether you are a small business, non-profit, or enterprise client, these insights will s

Finger clicking the Bid button on a keyboard Government contracting requires specific capabilities and documentation. Understanding what you need in place before pursuing opportunities can save significant time and resources. Preparing your business to respond effectively to Requests for Proposals (RFPs) is not just about having a good product or service. It is about mastering bid readiness essentials that align your proposal strategy with procurement expectations. Understand

Letter blocks spelling "SIMPLIFY" arranged on a blue background. Navigating the world of Requests for Proposals (RFPs) can feel like a maze, especially when you’re a small to medium business aiming to break into or grow within government contracting. The key to success lies in simplifying your RFP discovery process and matching the right opportunities to your capabilities. This approach not only saves time but also sharpens your bid readiness and proposal strategy, increasing

Man writing and looking at laptop. Entering the government contracting arena can seem daunting. Government contracts offer significant opportunities, but they require specific capabilities, documentation, and a strategic approach. Understanding what you need in place before pursuing opportunities can save you significant time and resources. With over 20 years of procurement experience, I will guide you through the essential steps to position your business for success in this

Strategic planning and proposal development are key components of successful government contracting. Entering government contracting can feel complex and overwhelming. The process involves specific requirements, detailed documentation, and a competitive environment. However, with the right preparation and understanding, you can position your business to compete effectively for government contracts. This guide will help you navigate the essentials of government contracting, fo

"You need government past performance to win government contracts. But you need to win government contracts to get government past performance." The catch-22 is real. But there are four strategic paths to break it: Path 1: Start Small and Build Build a track record gradually: Year 1: Micro-purchases and small contracts ($10K-$50K) Year 2: Small contracts ($50K-$150K) Year 3: Medium contracts ($150K-$500K) Pros: Lower risk, strong foundation. Cons: Slow growth, requires patien

Figure 1. Life after the win. You won the contract! Time to celebrate, right? Wrong. Time to work. Here's what nobody tells you about post-award reality. Week 1: Contract Execution You get the award notification. You're excited! Then... nothing happens. The contract isn't executed yet. You can't start work. You're waiting for: Official contract documents Instructions for next steps Contact information for contract administrator This can take 3-10 days. Days 8-21: Contract Exe

Figure 1. A comparison of the two primary roles in government contracting. "Should I be the prime contractor or a subcontractor?" Wrong question. Better question: "For THIS opportunity, should I pursue as prime or as sub?" You're not permanently one or the other. You choose role based on each opportunity. Understanding the Roles Prime Contractor: You hold the contract directly with the government. You're responsible for: All contract deliverables All compliance Managing any s

"I'll just do government contracting on the side." Famous last words from business owners who burn out in 3 months. Government contracting isn't a side project. It's a business development strategy requiring significant time investment. The Time Reality Minimum weekly time commitment during active pursuit: Opportunity Search: 10-15 hours/week Monitoring federal, state, local portals. Tracking opportunities. Filtering relevant from irrelevant across hundreds of sites. O

Not all government solicitations are the same. RFP. RFQ. RFI. IFB. Different acronyms. Different purposes. Different strategies. Responding to an RFI like an RFP wastes time. Treating an RFQ like an RFP overcomplicates your response. Understanding each solicitation type helps you respond effectively. The Four Main Types 1. RFI - Request for Information 2. RFQ - Request for Quote 3. IFB - Invitation for Bid 4. RFP - Request for Proposal Each serves different purpose and

Your commercial sales playbook doesn't work in government procurement. Private sector: " Let's grab coffee and discuss how we can help your business. " Government sector: " All communication must be formal and documented. No private meetings during active procurement. " Completely different worlds. The Fundamental Difference Private Sector Procurement: Relationship-driven Speed matters Flexibility is common Negotiations expected Decisions made by stakeholders ROI is primary c

"You need government past performance to win government contracts. But you need to win government contracts to get government past performance." The classic catch-22 of government contracting. It's real. But it's not insurmountable. The Past Performance Reality Government buyers prefer government experience. It's true. Past government contracts demonstrate: You understand government processes You've delivered in government environment You have verifiable government

New government contractors make the same mistake: They assume lowest price wins. So they cut margins to nothing. Underprice competitors. Submit a bid they can barely afford to deliver. Then they lose to a higher-priced competitor. Why? Because most government contracts aren't awarded to lowest price. The Pricing Reality Government procurement uses different evaluation approaches: Best Value (Most Common for Complex Services): Technical capability weighted heavily (oft

"Start with federal contracts ." That's the advice most small businesses get when entering government contracting. It's usually wrong. Federal contracts get all the attention. Big dollar amounts. High visibility. Prestigious clients. But for most small businesses, state and local government (SLED) is the better entry point. Why Federal Seems Attractive The numbers are compelling: $750+ billion in federal contract spending annually Large contract values Multi-year oppo

Winning a government contract is easier than you think! This how you get started...