How to Win Government Contracts With No Experience: 7 Proven Strategies

TL;DR: Every government contractor started with zero past performance. The key is knowing which entry points require little or no federal experience: micro-purchases, simplified acquisitions, subcontracting, SBA certifications, and teaming arrangements all provide legitimate pathways to your first win. This guide covers seven proven strategies for breaking in.

The Past Performance Paradox

You need past performance to win government contracts. You need government contracts to build past performance.

This catch-22 stops thousands of qualified businesses from ever entering the federal marketplace. It feels like trying to get a job that requires experience you can only get from having the job.

Here is what most people miss: the federal government awarded over $178 billion to small businesses in fiscal year 2024. Many of those awards went to companies that were once exactly where you are now, staring at their first opportunity with zero federal contract history.

The government does not want a closed marketplace dominated by the same incumbents forever. Congress has mandated that at least 23% of all federal prime contract dollars go to small businesses. Agencies have dedicated small business offices, set-aside programs, and procurement mechanisms specifically designed to bring new contractors into the fold.

The question is not whether you can win without experience. It is whether you know which doors are open to you.

Strategy 1: Leverage Your Commercial Past Performance

Federal Acquisition Regulation (FAR) Part 15.305 does not limit past performance evaluations to government contracts. Contracting officers can and do consider commercial work as relevant past performance when evaluating proposals.

This means your private sector work counts.

How to Position Commercial Experience

The key is presenting your commercial past performance in a way that maps directly to the government requirement:

Match the scope. If you are bidding on a facilities maintenance contract, your commercial janitorial and building maintenance clients demonstrate the same core competency. Describe the work using language that mirrors the government's statement of work.

Quantify results. Government evaluators respond to measurable outcomes. Instead of "provided IT support for a mid-size company," write "managed IT infrastructure for a 200-employee organization across 3 locations, maintaining 99.7% network uptime over 24 months."

Get references ready. Commercial clients can serve as past performance references. Brief them ahead of time so they are prepared when a contracting officer calls. The most persuasive references speak to your reliability, quality of work, and responsiveness to issues.

Use the CPARS framework. Structure your commercial past performance narratives around the same dimensions the Contractor Performance Assessment Reporting System (CPARS) evaluates: quality, schedule, cost control, management, and small business subcontracting. Even though your commercial work was not formally rated in CPARS, framing it this way makes evaluation easier for government reviewers.

When Commercial Experience Falls Short

Some solicitations assign significant weight to federal-specific past performance, particularly for contracts involving government-unique requirements like security clearances, compliance with specific federal standards (FedRAMP, NIST 800-171), or work on government installations. In these cases, pair your commercial experience with the other strategies below.

Strategy 2: Start With Micro-Purchases

Micro-purchases are the most overlooked entry point in government contracting. Under FAR Part 13, the micro-purchase threshold is $10,000 ($25,000 for certain DoD acquisitions). Below this threshold, contracting officers and cardholders can buy directly from any qualified vendor without competitive bidding.

Why Micro-Purchases Are Your Best First Move

• No formal proposal required. A simple quote or price list is often sufficient.
• No past performance evaluation. The buyer is not required to assess your contract history.
• No competition requirement. The purchase can go to any vendor the buyer selects, as long as the price is fair and reasonable.
• Fast turnaround. These purchases happen daily, often within days of the need being identified.

The federal government processes over $30 billion annually through purchase cards. That is a massive pool of accessible spending.

How to Win Micro-Purchases

Register in SAM.gov. Your SAM registration must be active and current. Make sure your NAICS codes, capabilities narrative, and contact information are accurate. Use SamSearch's NAICS Code Lookup to identify the right codes for your business.

Get on GSA Advantage. If you sell commercial products, listing on GSA Advantage makes your offerings visible to government buyers browsing for micro-purchases.

Market directly to buyers. Identify the contracting offices and program managers at agencies that buy what you sell. A concise capability statement and a competitive price list can generate micro-purchase orders. Use SamSearch's Capability Statement Builder to create a professional capability statement in minutes.

Search for existing micro-purchase opportunities. While many micro-purchases are made directly, some are posted on SAM.gov and other platforms. SamSearch's Contract Search aggregates opportunities across federal, state, and local sources, including simplified acquisitions that often fall near or below the micro-purchase threshold.

Deliver flawlessly. Every micro-purchase is a chance to build a relationship and earn repeat business. Outstanding delivery on a $5,000 order can lead to a $50,000 simplified acquisition, which can lead to a $500,000 set-aside contract.

Strategy 3: Target Simplified Acquisitions

The simplified acquisition threshold (SAT) is $250,000. Contracts below this amount follow streamlined procedures under FAR Part 13, with less emphasis on past performance and more emphasis on price, technical capability, and delivery terms.

The Built-In Advantage for New Contractors

Under the simplified acquisition threshold, contracts are automatically reserved for small businesses when the contracting officer expects at least two small businesses can perform the work at fair and reasonable prices. This is known as the automatic set-aside rule.

Additionally, simplified acquisition procedures allow for:

• Shorter evaluation criteria. Technical acceptability and price are often the only factors.
• Reduced past performance weight. While past performance may still be considered, it typically receives less weight than in full and open competitions above the SAT.
• Faster award timelines. Simplified acquisitions move faster, meaning less time and money invested in each pursuit.

Finding Simplified Acquisitions

These opportunities are posted on SAM.gov, often as combined synopses/solicitations or requests for quotation (RFQs). Filter your contract searches by estimated value to focus on opportunities under $250,000. SamSearch allows you to filter by dollar amount, set-aside type, and NAICS code to zero in on simplified acquisitions that match your capabilities.

Strategy 4: Subcontract First, Then Prime

Subcontracting under an established prime contractor is one of the most reliable ways to build federal past performance while earning revenue and learning the government contracting process from the inside.

Why Subcontracting Works

Large prime contractors holding contracts above $750,000 ($1.5 million for construction) are required to submit small business subcontracting plans. They actively need small business subcontractors to meet their goals.

As a subcontractor, you gain:

• Federal past performance. Work performed under a government contract counts as past performance, even if you were not the prime. Document your role, deliverables, and performance carefully.
• Agency relationships. Government program managers and contracting officer representatives (CORs) interact with subcontractors regularly. Performing well puts you on their radar.
• Process knowledge. You learn how government contracts are managed, how invoicing works, how deliverables are reviewed, and how modifications are handled. This operational knowledge is invaluable when you bid as a prime.
• Revenue stability. Subcontracting provides steady income while you build toward prime contracting.

How to Find Subcontracting Opportunities

Sub.SBA.gov. The SBA's subcontracting directory lists prime contractors required to maintain small business subcontracting plans, along with their subcontracting goals and points of contact.

SAM.gov subcontracting reports. Review the Individual Subcontracting Reports (ISRs) and Summary Subcontracting Reports (SSRs) filed by large primes to understand which companies are subcontracting in your industry.

Industry events and matchmaking. Procurement Technical Assistance Centers (PTACs), SBA events, and agency matchmaking conferences connect small businesses with primes seeking subcontractors.

Direct outreach. Identify the top prime contractors in your NAICS code using contract award data. Reach out directly with your capability statement and express interest in subcontracting. Most large primes have small business liaison officers (SBLOs) responsible for identifying subcontractors.

Strategy 5: Get SBA Certified

SBA certifications are force multipliers for new contractors. They give you access to set-aside contracts with dramatically reduced competition and sole-source awards that bypass competition entirely.

The Major Certifications

8(a) Business Development Program. For small businesses owned by socially and economically disadvantaged individuals. Provides access to sole-source contracts up to $4.5 million ($7 million for manufacturing) and 8(a) competitive set-asides. The program also includes mentorship, training, and federal contracting support over a nine-year term.

HUBZone. For small businesses headquartered and employing at least 35% of their workforce in Historically Underutilized Business Zones. Provides a 10% price evaluation preference in full and open competitions and access to HUBZone set-asides and sole-source awards.

Service-Disabled Veteran-Owned Small Business (SDVOSB). For businesses at least 51% owned and controlled by service-disabled veterans. Provides access to SDVOSB set-asides and sole-source awards up to $4.5 million ($7 million for manufacturing).

Women-Owned Small Business (WOSB). For businesses at least 51% owned and controlled by women. Provides access to WOSB set-asides in industries where women-owned businesses are underrepresented.

Why Certifications Matter for New Contractors

Set-aside contracts limit the competitive field. Instead of competing against dozens of established firms in a full and open competition, you may be competing against 3 to 5 other certified small businesses. Some may also be new to government contracting.

Sole-source authority is even more powerful. If you are the only certified firm that can meet the requirement, the contracting officer can award the contract directly to you without any competition at all.

Strategy 6: Respond to Sources Sought Notices

Sources Sought notices (also called Requests for Information or RFIs) are pre-solicitation notices where agencies ask the market whether qualified businesses exist before they issue a formal solicitation. Many new contractors ignore these. That is a mistake.

Why Sources Sought Notices Matter

They influence the set-aside decision. If enough qualified small businesses respond to a Sources Sought notice, the contracting officer is more likely to set the resulting solicitation aside for small businesses. Your response literally shapes the opportunity.

They introduce you to the contracting officer. A well-crafted Sources Sought response puts your company on the CO's radar months before the solicitation drops. When the RFP comes out, you are not a stranger.

There is no commitment. Responding to a Sources Sought does not obligate you to bid. It is a low-risk way to express interest and gather intelligence.

You learn about upcoming requirements. The notice describes the agency's planned requirement, giving you advance insight into scope, timeline, and evaluation approach. This is early intelligence that reactive contractors miss.

How to Respond Effectively

Keep your response concise and directly responsive. A Sources Sought response typically includes:

• Your company overview and relevant capabilities
• Relevant past performance (commercial or federal)
• Your NAICS code, business size, and any SBA certifications
• Your interest in the requirement and ability to perform
• Any questions or feedback on the planned approach

Do not submit a full proposal. Sources Sought responses should be 3 to 10 pages, focused on demonstrating that you are a qualified, interested source.

Strategy 7: Form Teaming Arrangements

Teaming arrangements let you combine forces with another contractor to pursue opportunities neither could win alone. For a new contractor, teaming with an experienced prime provides immediate credibility and access.

Types of Teaming Arrangements

Prime-sub teaming. The experienced firm serves as prime contractor; you serve as subcontractor. You contribute specific technical capabilities, and the prime provides past performance and program management. You gain past performance credit for the work you perform.

Joint ventures. Two or more companies form a separate legal entity to pursue a contract. Under SBA's mentor-protege program, a small business can joint venture with a large business and still qualify as a small business for set-aside contracts. The joint venture can leverage the mentor's past performance and resources while the protege builds capacity.

Contractor Team Arrangements (CTAs). Under FAR Subpart 9.6, two or more companies can agree to perform complementary portions of a contract as a team without forming a separate entity. Each team member brings its own capabilities and past performance to strengthen the overall proposal.

Finding Teaming Partners

The most effective way to find teaming partners is through targeted outreach. Search for companies that hold contracts similar to what you want to pursue. Look at incumbent contractors on recompete opportunities. Attend industry days and pre-solicitation conferences where both primes and subs are looking for partners.

SamSearch's contract search tools let you research contract award history, identifying which companies hold contracts in your NAICS code and which agencies they serve. This intelligence helps you approach potential partners with a specific, valuable proposition.

Building Your Past Performance Portfolio

Once you start winning work through these strategies, treat every project as a building block for future growth:

Document Everything

Create a past performance database that captures for every project:

• Contract number and ordering agency
• Period of performance and total value
• Detailed scope description matching the language used in government solicitations
• Quantified results (uptime percentages, cost savings, delivery metrics)
• Client references with current contact information
• Any awards, commendations, or positive feedback received

Request CPARS Evaluations

For contracts that qualify for CPARS evaluations, proactively engage with the contracting officer representative (COR) throughout performance. Request interim evaluations, respond to any negative feedback immediately, and address issues before they become final ratings. A strong CPARS history is the single most valuable business development asset in government contracting.

Scale Strategically

Follow a deliberate growth path:

1. Micro-purchases ($10,000 and under) to establish your first federal deliveries
2. Simplified acquisitions ($10,000 to $250,000) to build competitive proposal skills
3. Set-aside contracts ($250,000 to $4.5 million) leveraging your certifications
4. Full and open competitions as your past performance portfolio matures

Each tier builds the experience and credibility needed for the next.

Common Mistakes New Contractors Make

Waiting until they feel "ready." There is no perfect moment to start. The best past performance comes from starting with small, manageable opportunities and growing.

Bidding on everything. Chasing every opportunity wastes time and money. Focus on a few NAICS codes and agencies where your capabilities are strongest. Quality bids beat quantity every time.

Ignoring the pre-solicitation phase. By the time the RFP hits SAM.gov, the race is already half over. Sources Sought notices, agency forecasts, and industry days are where positioning begins.

Underpricing to win. Competing on price alone is unsustainable. Government evaluators often view abnormally low prices as risk indicators. Price your work fairly and compete on value, capability, and understanding of the requirement.

Not tracking opportunities systematically. Scattered spreadsheets and manual SAM.gov searches miss opportunities. Use a purpose-built tool like SamSearch to track relevant opportunities across all sources with automated alerts and filtering.

Your First 90 Days: An Action Plan

Days 1-15: Complete your SAM.gov registration. Select your NAICS codes. Build your capability statement.

Days 16-30: Identify 3 to 5 target agencies that buy what you sell. Research their procurement forecasts. Subscribe to Sources Sought alerts in your NAICS codes using SamSearch.

Days 31-60: Respond to at least 2 Sources Sought notices. Submit quotes for 3 to 5 micro-purchase or simplified acquisition opportunities. Begin outreach to potential teaming partners and prime contractors.

Days 61-90: Follow up on submitted quotes and Sources Sought responses. Attend at least one industry day or PTAC event. Apply for relevant SBA certifications. Review and refine your target list based on what you have learned.

The contractors who win their first government contract are not the ones with the most experience. They are the ones who start.

Next Steps

Breaking into government contracting is a process, not an event. But the process is well-defined and the opportunities are real. Start with the strategies that match your business today, build your past performance one project at a time, and scale from there.

Use SamSearch's Contract Search to find opportunities matched to your NAICS codes and capabilities. Set up alerts so you never miss a relevant posting. And when you are ready, use the Capability Statement Builder to present your business professionally to government buyers and prime contractors.