How to find federal contracts as a small business (SAM.gov, without the overwhelm)

The federal government buys almost everything, from cleaning and landscaping to IT support, construction and video production. Most of its opportunities are posted in one free place, SAM.gov. The hard part is that there's a lot of it. This guide shows a simple way in, and where to stop and get help.

Step 1: search SAM.gov (no account needed)

Contract Opportunities on SAM.gov lists procurement notices from federal contracting offices, including pre-solicitation notices, solicitations, award notices and sole-source notices. Anyone can search without an account; a free account lets you save searches and follow notices (SAM.gov). Start small:

filter to active notices only
add your NAICS code (see Step 2)
filter by set-aside type, such as total small business
narrow by place of performance to the states you can actually serve
save the search so you only check what's new

Step 2: know your NAICS codes and size

NAICS codes classify what a business does, and agencies use them to find suppliers. A business will generally have a primary code, and can have more if it sells several products or services (SBA; Census NAICS). The SBA assigns a size standard to each code. Most manufacturers with 500 employees or fewer, and most non-manufacturers with average annual receipts under $7.5 million, count as small, but there are exceptions by industry (SBA). Check your codes with the SBA's tools (SBA size standards). Be accurate: there are severe criminal penalties for knowingly misrepresenting your size (SBA).

Step 3: understand set-asides

A set-aside limits a purchase to small businesses. Under the Federal Acquisition Regulation, purchases above the micro-purchase threshold and up to the simplified acquisition threshold are generally set aside for small businesses, unless the contracting officer doesn't expect offers from two or more competitive small businesses. Above that, a purchase is set aside when two or more responsible small businesses are expected to offer at fair market prices (FAR 19.502-2). The SBA's guidance for contracting officials puts the automatic band at $15,000 to $350,000 (SBA).

Step 4: read the notice type before you spend time

Sources Sought and RFI (request for information). Market research. FAR says RFIs are used when the government doesn't yet intend to award a contract but wants price, delivery, market or capability information for planning, and responses aren't offers (FAR 15.201). The SBA tells contracting officers to use Sources Sought notices to find small businesses (SBA), so responding early can help show there are enough of you to justify a set-aside. See our guide to federal Sources Sought notices.
Presolicitation. Advance notice that a solicitation is coming.
RFQ (request for quotation). Common for simpler purchases. Under FAR, a quotation isn't an offer: the government's order is the offer, and a contract forms when you accept it (FAR 13.004).
RFP (request for proposal). A formal solicitation for proposals, usually with detailed instructions and evaluation criteria. Follow them exactly.

Step 5: register in SAM.gov (it's free)

To bid as a prime contractor you need an active SAM.gov entity registration. You get a Unique Entity ID (UEI), a 12-character code, when you register (SAM.gov; SBA). A UEI on its own, without full registration, doesn't let you bid directly as a prime. Registrations must be renewed every 365 days (SAM.gov). GSA notes it can take several days to complete and validate, so start early, and keep your name and address consistent across IRS, SAM.gov and SBA records (GSA).

Watch for scams. GSA says you don't need to pay a third party to complete your registration (GSA). Be wary of emails that look official and demand a fee to register, renew or "activate" your account. Free help is available from APEX Accelerators (formerly PTACs), listed among the resources on SAM.gov.

Step 6: set honest expectations

The SBA says it can take a long time and real money to win a first contract, with some businesses spending between $80,000 and $130,000, and up to two years before a return (SBA). Use the free data to aim well: the Federal Procurement Data System (FPDS), USASpending.gov and agency procurement forecasts show what agencies buy and from whom (SBA). Start with small, local, set-aside work in your own codes.

Sector shortcuts

We publish free weekly lists of live federal notices: Tender Radar US, plus sector pages for construction, janitorial, IT services, facilities support and landscaping.

Quick checklist

You have a saved SAM.gov search: active notices, your NAICS codes, set-aside and location
You have checked you are small under each NAICS code you use
You know whether a notice is a Sources Sought, RFI, RFQ or RFP before you start
You have a free SAM.gov registration (or have started one) and renew it every 365 days
You have never paid anyone just to register in SAM.gov
You follow each notice's instructions, page limits and deadline exactly
You have looked at what agencies bought before (FPDS, USASpending.gov, forecasts)

FAQ

Do I have to pay to register in SAM.gov?

No. GSA says you don't need to pay a third party to complete your registration (GSA). Free help is available from APEX Accelerators.

Can I search SAM.gov without registering?

Yes. Anyone can search contract opportunities without an account; an account lets you save searches and follow notices (SAM.gov).

What's the difference between a Sources Sought and an RFP?

A Sources Sought or RFI is market research and responses aren't offers (FAR 15.201). An RFP is a solicitation asking for proposals that can lead to an award.

How do I know if I'm a small business?

Check the SBA size standard for the NAICS code on the notice. It's usually based on employees or average annual receipts and varies by industry (SBA).

Can you guarantee I'll win a contract?

No. Nobody honestly can. We help you find relevant notices faster and respond clearly; the buyer decides.

Official sources

Laws and guidance change. Check the sources above for the latest position. General information, not legal advice. For advice on your own situation, talk to a US-licensed attorney.