How to Win Your Next Government Contract in 90 Days
Government contracting is not what you think. If you’re wasting time at conferences, perfecting your capability statement, or waiting for the perfect contract, I have bad news. You’re setting yourself up to lose. Today, I’m going to show you what actually works.
Most new GovCons waste time on things that won’t directly get them a contract. Capability statements, conferences, and set-asides might matter later, but they won’t get you a win now. What will? Bidding. And I’m going to show you how to position yourself to bid and win the right way.
Step 1: The Umbrella Strategy – Positioning Your Business for More Bidding Opportunities
Case Study: How the Umbrella Strategy Helped a Small GovCon Land Their First Contract
Meet Jason, a small business owner who struggled to find contracts to bid on. At first, he only positioned his company as an IT service provider, but he barely found opportunities. Once he applied the Umbrella Strategy—expanding into cybersecurity and network solutions—his bid opportunities tripled. Within three months, he secured his first contract worth $250,000.
Takeaway: Positioning your business the right way gives you more chances to win, just like Jason did.
The biggest mistake I see is new businesses narrowing down too much and then struggling to find contracts to bid on.
Here’s what works instead: The Umbrella Strategy
Identify three to four spokes of your umbrella—each representing a different industry or service you can provide, such as grounds maintenance, IT, or professional services.
Create an umbrella statement—a broader title that connects your services under one theme, such as Base Operations, Facilities Support, or Mission Support Services.
Use this umbrella to structure your SAM.gov searches, making sure you’re seeing enough bid opportunities without spreading yourself too thin.
Example: Instead of just saying you do cybersecurity, you could position yourself under Technology and Security Solutions, allowing you to bid on IT support, cybersecurity, and software services. More bids mean more chances to win.
Pro Tip: Stop worrying about fitting into a perfect box. You need a positioning strategy that maximizes your bidding opportunities while still making sense to contracting officers.
Step 2: The Government Buys What They Need, Not What You Want to Sell
If you're only looking for the type of work you want to do, you’re doing it wrong. The government doesn’t buy what you want to sell—they buy what they need.
What to do instead:
Stop trying to tell the government what to buy. Instead, analyze what they are already purchasing.
Use SAM.gov, USASpending.gov, and FPDS to see where the money is flowing.
Be flexible—if your skill set applies to a contract that’s a little outside your ideal job, consider bidding anyway.
Example: If you’re a logistics company and the government is awarding tons of warehouse management contracts, pivot your approach to bid on those instead of waiting for a perfect fit.
Pro Tip: New GovCons often get caught up in what they want to do. Instead, learn what your customer actually needs and bid accordingly.
Step 3: Stop Wasting Time on Things That Won’t Win You a Contract
Story: The Costly Mistake of Wasting Time on Non-Essential Tasks
Sarah, a first-time GovCon, spent six months perfecting her website, networking at conferences, and waiting for set-aside certifications. She never submitted a single bid. Meanwhile, another contractor with similar experience, Mike, submitted three bids in the same timeframe. Even though he lost two, he won one—and that contract helped him land another. Sarah, on the other hand, was still waiting.
Takeaway: Bidding is the only way to win. If you’re spending time on anything else first, you’re delaying success.
Here’s a harsh truth: Most people in GovCon spend 80 percent of their time on things that won’t get them a contract.
Things that won’t win you a contract:
Attending every GovCon conference
Spending weeks perfecting your website
Obsessing over getting an 8(a), SDVOSB, or HUBZone set-aside
Responding to Sources Sought notices hoping they’ll turn into contracts
Here’s the truth: The only way to win a contract is to bid on one.
Example: Instead of spending $5,000 going to conferences hoping to network, take that energy and put it into researching real bid opportunities, writing strong proposals, and actually submitting bids.
Pro Tip: Long-term strategy is important, but don’t let it distract you from the only thing that will result in a win—bidding.
Step 4: Build Relationships Through Bidding
Yes, relationships matter. But here’s the truth: The best way to build relationships in GovCon isn’t shaking hands—it’s showing up through your bids.
The best way to get on a contracting officer’s radar is targeted bidding.
Research which contracting officers issue contracts in your industry.
Submit well-crafted bids—even if you don’t win, your name gets noticed.
Follow up after a loss—ask for feedback and show interest in future work.
Example: If you bid on a contract and lose, don’t disappear. Send a follow-up email: "Hey [Contracting Officer], I saw the award went to [Winner]. I’d love to improve—can you provide feedback on our bid? Also, do you have any upcoming opportunities that might be a fit?"
Pro Tip: Contracting officers remember businesses that bid consistently. Show them you’re serious by being in the game.
Rapid Fire Myths vs. Truth
Myth: You need an 8(a) certification to win contracts.
Truth: You need to bid, not wait for certifications.
Myth: Attending conferences will help you land contracts.
Truth: Bidding is how contracting officers notice you.
Myth: Your website and capability statement must be perfect before bidding.
Truth: A strong bid wins contracts, not a pretty website.
Takeaway: Don’t fall for these common GovCon traps; focus on what actually wins contracts.
-Derek James