Beginner Federal Contracting Roadmap (Free One-Pager)

Stage 0 — Decide whether it fits

1. Does the government buy what you sell? Search past awards on USAspending.gov and SAM.gov for your keywords; if you cannot find awards resembling your work, stop and rethink the offering.
2. Can you carry the cash-flow of government payment terms and the compliance overhead? Be honest.
3. Done when: you can name three agencies and three recent awards that look like your work.

Stage 1 — Register (weeks 1–4)

1. Choose NAICS codes deliberately and check size standards (worksheet).
2. Register in SAM.gov; obtain the UEI and CAGE code (checklist).
3. Done when: SAM.gov status is Active and the renewal date is on the calendar.

Stage 2 — Certify (in parallel, weeks 2–12+)

1. Self-check eligibility for 8(a), WOSB/EDWOSB, SDVOSB/VOSB and HUBZone (worksheet); apply through certify.sba.gov or VetCert if you qualify.
2. Small-business status by itself already opens total small-business set-asides — do not wait for a certification to start bidding.
3. Done when: applications submitted (or a documented decision not to pursue).

Stage 3 — Build your materials (weeks 2–6)

1. Capability statement (template), past-performance write-ups with references, pricing model, standard company documents.
2. Meet your APEX Accelerator (formerly PTAC) and SBDC counsellors — free, one-on-one, and they review all of this.
3. Done when: you can respond to a request for a capability statement or a quote the same day.

Stage 4 — Market research and relationships (ongoing from week 3)

1. Set up SAM.gov saved searches (setup sheet) and a BidWatch watchlist.
2. Read agency small-business procurement forecasts; contact the OSDBU / small-business specialist at two or three target agencies; attend their industry days and matchmaking events.
3. Respond to sources-sought notices and RFIs in your space — this is how requirements become set-asides.
4. Done when: a small-business specialist at a target agency knows your name and what you do.

Stage 5 — Start as a subcontractor or with small buys (months 2–6)

1. Identify primes holding contracts in your space (USAspending, agency subcontracting directories, SBA SubNet) and pitch them a specific capability — large primes have subcontracting goals to meet.
2. Pursue micro-purchases and simplified acquisitions (below the FAR 2.101 thresholds) where buying is fast and informal — a purchase-card sale is still past performance.
3. Done when: you have your first federal past-performance reference, at any size.

Stage 6 — Bid as a prime (months 4–12)

1. Choose targets you are genuinely ready for (readiness checklist); bid/no-bid deliberately.
2. Shred each solicitation into a requirements matrix (template); track every amendment (tracker); submit early.
3. Request a debrief on every loss — it is the cheapest training available.
4. Done when: you have submitted three compliant proposals and debriefed on the outcomes.

Stage 7 — Perform and grow (after award)

1. Set up invoicing in the agency's system (for example the Invoice Processing Platform, or PIEE/WAWF for DoD), deliver on schedule, and manage the contracting officer's representative relationship.
2. Earn strong CPARS ratings — they are the past performance for the next bid.
3. Reassess vehicles (GSA Schedule — go/no-go worksheet, agency IDIQs) once you have federal history.
4. Done when: the next proposal cites this contract as past performance.

Free help at every stage

• APEX Accelerators (apexaccelerators.us) — registration, certification, bid review, matchmaking.
• SBA district offices and SBDCs — certifications, size questions, business planning.
• Agency OSDBUs — forecasts, outreach events, introductions to program offices.
• SAM.gov Federal Service Desk — registration problems (free; never pay a third party to "fix" SAM).