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.
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.
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:
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
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.
Step 7: Win, Perform, Get Paid
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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