Securing Service-Based Government Contracts as a New Contractor: 2025

As a new government contractor, you might be leaning toward service-based contracts due to limited funds or resources. If that sounds familiar, you’re not alone—it was exactly where I found myself just a year ago. After exploring both service-based and product-based government contracts, I can confidently say that service-based contracts are the better choice for beginners. They require less upfront investment, offer more flexibility, and provide an excellent entry point into the competitive world of government contracting. Here’s why starting with service-based contracts might be the game-changing strategy you need to succeed.

1. Understand the Market for Securing Service-Based Government Contracts

Before diving into government contracting, take the time to understand the market. Service-based contracts can range from IT support and consulting to janitorial services and security. Research:

• Types of services in demand: Check platforms like SAM.gov to see active solicitations.
• Agencies you want to work with: Focus on agencies that frequently purchase your type of service.
• Set-aside opportunities: Identify contracts reserved for small businesses, women-owned businesses, or veteran-owned businesses.

2. Get Your Business Ready to Secure Service-Based Government Contracts

Winning a government contract starts with ensuring your business is compliant and registered to compete. Here’s what you’ll need:

• DUNS Number and UEI: Obtain a unique identifier for your business.
• Register on SAM.gov: Create a profile on the System for Award Management to be eligible for government contracts.
• NAICS Codes: Identify the North American Industry Classification System (NAICS) codes that align with your services.
• Certifications: Acquire necessary certifications (e.g., 8(a), HUBZone, or SDVOSB) to qualify for set-aside contracts.

3. Popular Types of Service-Based Government Contracts

   Service-based government contracts cover a wide range of industries, offering opportunities for businesses to support essential public services. Some of the most in-demand roles include:

   • Administrative Support: Data entry specialists, clerical workers, and call center operators.
   • IT Services: Software developers, cybersecurity analysts, and network administrators.
   • Construction and Maintenance: Facility managers, HVAC technicians, and road construction crews.
   • Healthcare Services: Registered nurses, mental health counselors, and emergency medical technicians (EMTs).
   • Transportation Services: Delivery drivers, logistics coordinators, and fleet maintenance technicians.

   These roles are crucial for keeping government operations running efficiently and addressing the needs of communities nationwide.

4. Create a Strong Capability Statement as a New Contractor

Your capability statement is your business resume for government agencies. It should be clear, concise, and tailored to the contracts you’re pursuing. Include: 

• Core competencies: Highlight your expertise and specialized skills.
• Past performance: Showcase successful projects with measurable outcomes.
• Differentiators: Explain what sets your business apart.
• Contact information: Make it easy for agencies to reach you.

Looking for a budget-friendly way to create a professional capability statement? Check out this affordable capability statement template to get started quickly and impress potential clients without breaking the bank. [Click here to purchase your template now!]Build Relationships to Secure Service-Based Government Contracts

 Networking is a critical component of winning government contracts. Attend industry days, government procurement events, and webinars hosted by agencies. Build connections with:

• Contracting officers: These are the decision-makers for contracts.
• Small business representatives: Many agencies have offices dedicated to helping small businesses navigate contracting.
• Prime contractors: Partnering with a prime contractor can help you gain experience as a subcontractor.

For information about one on one 1:1 assistance with starting in government contracting, CLICK HERE.

5. Search for Opportunities

Use online platforms to find and bid on government contracts. Key resources include: 

• SAM.gov: The official government contracting platform.
• Dynamic Small Business Search (DSBS): A tool for finding subcontracting opportunities.
• Bid-matching services: Private platforms that match your business with relevant opportunities.

Popular Types of Service-Based Government Contracts

Service-based government contracts cover a wide range of industries, offering opportunities for businesses to support essential public services. Some of the most in-demand roles include:

• Administrative Support: Data entry specialists, clerical workers, and call center operators.
• IT Services: Software developers, cybersecurity analysts, and network administrators.
• Construction and Maintenance: Facility managers, HVAC technicians, and road construction crews.
• Healthcare Services: Registered nurses, mental health counselors, and emergency medical technicians (EMTs).
• Transportation Services: Delivery drivers, logistics coordinators, and fleet maintenance technicians.

These roles are crucial for keeping government operations running efficiently and addressing the needs of communities nationwide. Get the government contract Cheat Sheet to start bidding now.

6. Prepare Competitive Proposals

To win a contract, your proposal must stand out. Here’s how to create a winning bid: 

• Follow the instructions: Carefully read the Request for Proposal (RFP) and address every requirement.
• Provide a clear solution: Highlight how your service will meet the agency’s needs.
• Be cost-competitive: Offer a fair price, but avoid underbidding to the point of losing profitability.
• Proofread and review: Ensure your proposal is error-free and professionally written.

7. Leverage Subcontracting Opportunities

If you’re new to government contracting, consider starting as a subcontractor. This allows you to gain experience and build relationships without the pressure of being the prime contractor. Search for subcontracting opportunities on:

• The SubNet Database 
• Large contractors’ websites

8. Deliver Exceptional Service

Winning the contract is only the beginning. To secure future contracts and build a strong reputation:

• Exceed expectations: Deliver quality work on time and within budget.
• Maintain communication: Keep the agency informed about progress.
• Track performance metrics: Document your success to strengthen future proposals.

9. Stay Persistent

Government contracting is competitive, and you may not win every bid. Learn from feedback, refine your proposals, and keep pursuing opportunities. Persistence is key to long-term success.

Final Thoughts about Securing Service-Based Government Contracts: 2025

Securing service-based government contracts takes preparation, persistence, and strategy. By understanding the market, building strong relationships, and delivering exceptional service, you can position your business for success in the government contracting arena. 

Start small, stay focused, and scale your efforts as you gain experience. The rewards of working with the government are worth the effort!

Thanks for reading my blog article about Securing Service-Based Government Contracts

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