How to Win your First Government Contract

Let’s discuss how to win your first government contract.

Learning how to win your first government contract can be a daunting task, but it can also be an incredibly rewarding experience. Government contracts can provide a stable and lucrative source of revenue for businesses, especially those in industries that rely heavily on government spending.

An impressionist painting of a businessman winning his first government contract – made by Dall.E 2

However, the process of winning a government contract can be complex and highly competitive. In this blog post, we will explore some strategies and best practices for winning your first government contract.

Understand the Government Contracting Process

Before you can begin pursuing government contracts, it’s important to understand the process. Government contracting is highly regulated and can be complex.

There are a number of steps that must be taken to secure a government contract, including:

Identifying potential opportunities:

You need to research and identify government agencies and departments that purchase goods and services similar to what you offer.

Registering with relevant agencies:

To be eligible for government contracts, you need to register with the relevant agencies, such as the System for Award Management (SAM).

Submitting a bid:

Once you identify an opportunity, you need to prepare and submit a bid. This involves creating a proposal that outlines your capabilities, experience, and pricing.

Evaluation and award:

The government will evaluate your proposal and determine if it meets their requirements. If your proposal is successful, you will be awarded the contract.

Do Your Research

To increase your chances of winning a government contract, you need to do your research. This includes understanding the needs of the government agencies you are targeting, as well as the competitive landscape.

Some key areas to research include:

Government agency priorities:

You need to understand the priorities of the government agency you are targeting. This will help you tailor your proposal to their specific needs.

Previous contracts:

Look at previous contracts awarded by the agency to understand what they value in a vendor.


Research your competitors to understand their strengths and weaknesses. This will help you differentiate yourself in your proposal.

Build Relationships

Building relationships with government officials can be a key factor in winning a government contract. This can involve attending networking events, meeting with government officials, and providing value-added services.

Some strategies to consider include:

Attend industry events:

Industry events and conferences provide opportunities to network with government officials and other vendors.

Meet with government officials:

Reach out to government officials to request a meeting. This will give you an opportunity to learn more about their needs and priorities.

Provide value-added services:

Providing value-added services, such as training or consulting, can help build a relationship with government officials.

Demonstrate Your Expertise

One of the most important factors in winning a government contract is demonstrating your expertise. You need to showcase your experience and capabilities in your proposal.

Some strategies to consider include:

Highlight your experience:

Provide examples of similar work you have done in the past. This will help demonstrate your expertise.

Demonstrate your capabilities:

Provide detailed information about your capabilities, including your processes and systems.

Provide references:

Include references from previous clients or government agencies to demonstrate your track record of success.

Be Competitive on Pricing

Pricing is an important factor in winning a government contract. Government agencies are often looking for the most cost-effective solution.

Some strategies to consider include:

Research pricing:

Research the pricing of similar contracts to ensure you are competitive.

Be realistic:

Be realistic about your pricing. Overbidding can lead to your proposal being rejected, while underbidding can lead to financial issues.

Offer alternative pricing:

Consider offering alternative pricing structures, such as volume discounts or fixed pricing.

Winning Your First Government Contract

In conclusion, winning your first government contract can be a challenging but rewarding experience. By understanding the government contracting process, doing your research, building relationships, demonstrating your expertise, and being competitive on pricing, you can increase your chances of success.

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