Federal Contracting FAQ for Small Businesses
Straight answers to the questions new federal contractors ask most, and to the ones people ask about working with us.
Getting Started in Federal Contracting
The initial registration process (SAM.gov, obtaining CAGE code, etc.) typically takes 2-4 weeks if you have all required documentation ready. However, if you’re pursuing SBA certifications, add 60-90 days for most certification processes. The key is starting early and ensuring all documentation is complete and accurate.
There’s no official minimum, but contracts under $10,000 may not provide sufficient ROI given the proposal development effort required. Many successful small businesses start by targeting contracts in the $25,000-$250,000 range to build past performance before pursuing larger opportunities.
Most federal contracts require specific insurance coverage and may require performance and payment bonds, especially for construction contracts. Requirements vary by contract type and size, so review each solicitation carefully. Many small businesses work with specialized federal contracting insurance brokers.
Past performance is crucial but doesn’t have to be federal. Agencies accept relevant commercial experience, especially for newer contractors. Focus on documenting successful projects that demonstrate similar scope, complexity, and deliverables. Subcontracting relationships can also help build federal-specific past performance.
Set-aside contracts are reserved for specific categories of small businesses (women-owned, veteran-owned, 8(a), etc.) and typically have less competition. Open competition contracts allow any qualified business to compete, including large corporations, but often offer larger contract values.
SAM.gov is the primary source for federal opportunities, but also monitor agency-specific websites, GSA Schedules, and industry publications. Consider using opportunity matching services and networking at federal contracting events to stay informed about upcoming requirements.
Non-compliance with solicitation requirements tops the list, followed by missing deadlines, inadequate past performance documentation, and failure to address evaluation criteria. Always use a compliance matrix and have multiple people review proposals before submission.
Federal sales cycles are typically 6-18 months from initial opportunity identification to contract award, though this varies significantly by agency and contract complexity. Some urgent requirements move faster, while large, complex procurements can take years.
Yes, through joint ventures and teaming agreements, you can partner with companies that might otherwise be competitors. These arrangements are common and often encouraged by agencies seeking comprehensive solutions. Ensure proper legal agreements are in place to define roles and responsibilities.
Attend industry days, participate in agency outreach events, and engage in market research opportunities. Focus on providing value through your expertise rather than selling. Build genuine professional relationships by understanding agency challenges and demonstrating how your capabilities align with their mission needs.
Working With Intuity
It’s the first step we recommend. For a fixed fee, we work through the first three steps of the Intuity Method and hand you a Readiness Scorecard, a Growth Roadmap and a 90-Day Action Plan. It comes in three versions: federal readiness, operations and process, and whole organization.
No. Federal contracting is where our deepest experience is, but our process improvement, systems and AI work applies to any business. One recent client is a family-run pool service company.
Yes. The Federal Readiness Assessment was built for owner-led businesses, and so was our own start in federal contracting.
It’s 30 minutes. We ask about your business and what you’re trying to achieve, and we tell you plainly whether and where we can help. There’s no obligation and no sales pitch.
The usual signs: important steps live on paper or in one person’s head, the same information gets entered more than once, invoices go out late, or taking on more work feels like it would break something.
Both, depending on what you need. Whichever it is, we finish with documentation and training so your team can carry on without us.
No, and be careful of anyone who says they can. What we can do is get you ready, help you choose opportunities that fit, and make sure what you submit is compliant and competitive.
We use it to speed up research, drafting and checking, and a person reviews everything before it reaches you. We’ll also show you where AI can save your own team time, and where it won’t.
Every business starts from a different place, so we quote a fixed fee after the free intro call. You’ll know the full cost before any work begins.
Still Have a Question?
Ask it on a free 30-minute intro call, or send us a message and we’ll reply within two business days.
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