How to Sell to the Government: The 8-Step Federal Sales Process (2026)
Register on SAM.gov, get your NAICS codes, build a capability statement, find opportunities, submit proposals, and deliver. Here is the step-by-step process to sell to the federal government.
The Short Answer
Selling to the federal government follows an 8-step process:
The federal government is the largest buyer on Earth -- $700+ billion annually in contracts. But selling to the government is not like selling to the private sector. It is a regulated process governed by the Federal Acquisition Regulation (FAR), and success depends on compliance, relationships, and persistence.
Step 1: Register on SAM.gov
Mandatory. You cannot receive a federal contract without an active SAM.gov registration.
| Requirement | Details |
|---|---|
| UEI | Unique Entity Identifier (replaces DUNS number) -- assigned during registration |
| CAGE Code | Commercial and Government Entity code -- assigned automatically |
| Bank account | EFT information for payment |
| NAICS codes | Select all applicable North American Industry Classification System codes |
| Cost | Free |
| Timeline | 7-10 business days for initial registration |
| Renewal | Annually -- set a calendar reminder |
Step 2: Get Your NAICS Codes Right
NAICS codes determine which contracts you are eligible for AND your small business size standard. Choosing the wrong NAICS code can make you ineligible for set-asides or expose you to competition from much larger firms.
| NAICS Example | Industry | Size Standard |
|---|---|---|
| 541512 | Computer Systems Design | $34M revenue |
| 541611 | Management Consulting | $24.5M revenue |
| 541519 | Other IT Services | $34M revenue |
| 561210 | Facilities Support | $47M revenue |
| 236220 | Commercial Construction | $45M revenue |
Pro tip: Select multiple NAICS codes if your business spans categories. You want maximum opportunity visibility.
Step 3: Get Certified
Federal certifications give you access to set-aside contracts where only certified businesses compete:
| Certification | Who Qualifies | Annual Set-Aside Volume | Sole Source Limit |
|---|---|---|---|
| 8(a) | Socially and economically disadvantaged | $37B+ | $4.5M |
| SDVOSB | Service-disabled veteran-owned | $28B+ | $4.5M |
| WOSB | Women-owned (51%+) | $30B+ | $4.5M |
| HUBZone | Located in qualified census tract | $13B+ | $4.5M |
| Mentor-Protege | 8(a) firms with large business mentor | Varies | Joint venture eligible |
You can hold multiple certifications simultaneously.
Step 4: Build Your Capability Statement
Your capability statement is your federal resume. Every government buyer expects to see one. It should fit on 1-2 pages and include:
Step 5: Research Opportunities
| Source | What You Find |
|---|---|
| SAM.gov | All active solicitations over $25K |
| Fed-Spend | AI-scored opportunities, set-aside scanner, recompete tracking |
| Agency forecast pages | Planned procurements before they post |
| Industry days | Direct access to program offices |
| PTAC counselors | Free government contracting advisors in every state |
Step 6: Submit Compliant Proposals
The #1 reason companies lose is non-compliance -- missing a required document, exceeding page limits, or failing to address evaluation criteria.
| Solicitation Type | Typical Response |
|---|---|
| RFQ (Request for Quote) | Price quote, capability statement, relevant experience |
| RFP (Request for Proposal) | Technical volume, management volume, past performance, price |
| IFB (Invitation for Bid) | Price only -- lowest responsive bid wins |
Step 7: Win, Perform, Get Paid
| Activity | Key Rules |
|---|---|
| Kickoff | Attend the post-award kickoff meeting |
| Performance | Deliver on time, on budget, within scope |
| Invoicing | Submit proper invoices through WAWF/IPP |
| Payment | 30 days from proper invoice (Prompt Payment Act) |
| CPARS | Your performance rating -- this determines your future win rate |
Step 8: Build Past Performance and Scale
Your CPARS (Contractor Performance Assessment Reporting System) rating is your most valuable asset. Ratings of "Exceptional" or "Very Good" dramatically increase win rates on future proposals.
FAQ
How do you sell to the government?
Register on SAM.gov, identify your NAICS codes, obtain relevant small business certifications, build a capability statement, research opportunities on SAM.gov or a contract intelligence platform, submit compliant proposals, deliver excellent work, and build past performance ratings. The federal government spends $700B+ annually on contracts.
How long does it take to get your first government contract?
With SAM.gov registration (7-10 days) and active pursuit, micro-purchases under $10K can happen within 30 days. Simplified acquisitions ($10K-$250K) take 2-6 weeks from solicitation to award. Larger competitive contracts take 3-12 months from solicitation to award.
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