100-Step Guide to Government Contracting for Services & Devices

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Here is a comprehensive 100-step guide to government contracting for businesses offering services and devices. This roadmap walks you from business prep all the way to post-contract management.

100-Step Guide to Government Contracting for Services & Devices

Phase 1: Business & Legal Readiness

  1. Choose a legal business structure (LLC, Corp, Sole Proprietor)
  2. Register your business with your state
  3. Get an Employer Identification Number (EIN)
  4. Open a business bank account
  5. Acquire a D-U-N-S number (if working internationally)
  6. Get a business license (city/county)
  7. Secure liability insurance
  8. Create a professional business website
  9. Set up a dedicated business email address
  10. Create a business phone line (VOIP or landline)
  11. Get a PO Box or physical mailing address
  12. Set up an accounting system (e.g., QuickBooks)
  13. Understand your financials (P&L, Cash Flow)
  14. Draft your standard pricing and rate sheets
  15. List your primary products/services clearly
  16. Review industry compliance regulations (FDA, OSHA, HIPAA)
  17. Develop internal SOPs for service delivery/device use
  18. Determine delivery and support capabilities
  19. Decide on warranty/return/refund policies
  20. Learn basic contract law and proposal terminology

Phase 2: Federal Contracting Setup (Steps

  1. Visit SAM.gov
  2. Create a Login.gov account
  3. Begin your SAM registration
  4. Get your Unique Entity Identifier (UEI)
  5. Fill in business information in SAM
  6. Assign NAICS codes (e.g., 339112 for medical devices)
  7. Assign PSC (Product Service Codes)
  8. Add your bank info for EFT (Electronic Funds Transfer)
  9. Complete the FAR/DFARS compliance questions
  10. Submit notarized entity administrator info (if required)
  11. Get a CAGE code (assigned via SAM)
  12. Register with SBA Dynamic Small Business Search
  13. Apply for small business self-certification
  14. Begin WOSB/SDVOSB/8(a)/HUBZone certifications (if applicable)
  15. Register with eSRS for subcontract reporting
  16. Learn how to navigate beta.SAM.gov opportunity searches
  17. Download past awards from USASpending.gov
  18. Register in DSBS (Small Business database)
  19. Sign up for GSA training on schedules
  20. Set reminders to update SAM annually

Phase 3: Market Research & Targeting

  1. Identify your ideal government buyer (DoD, VA, FEMA, etc.)
  2. Create a list of relevant agencies by function
  3. Use FPDS.gov to find agency purchasing history
  4. Use SBA’s SubNet to locate subcontracting opportunities
  5. Analyze contract sizes & common product/service terms
  6. Identify competitors winning contracts
  7. Find their pricing & proposal style (FOIA or FedMine)
  8. Study winning proposal examples (public ones)
  9. Research current budget allocations per agency
  10. Map out state and local procurement portals
  11. Subscribe to agency newsletter updates
  12. Bookmark relevant state bid portals
  13. Join relevant LinkedIn groups or forums (GovCon)
  14. Attend a virtual industry day or procurement expo
  15. Meet your local PTAC/APEX Accelerator advisor
  16. Explore teaming agreements with established contractors
  17. Evaluate if you can join a GSA Schedule (FSS, MAS)
  18. Download procurement forecasts from agencies
  19. Build a contact list of agency small business officers
  20. Contact at least 5 agency buyers with a capability intro

Phase 4: Marketing & Capability Materials

  1. Create a 1-page Capability Statement (PDF & print)
  2. Include: core competencies, NAICS, differentiators
  3. Add: certifications, CAGE, contact info, past performance
  4. Create a product spec sheet (for devices)
  5. Build a service line card (for service companies)
  6. Prepare a basic slide deck or pitch presentation
  7. Print agency-specific versions of your capability sheet
  8. Upload documents to your website (gov-ready)
  9. Prepare a digital and print business card
  10. Create a short intro script for agency calls
  11. Build a basic 30-sec elevator pitch
  12. Record a product demonstration or testimonial video
  13. Create a folder with compliance certs (ISO, FDA, etc.)
  14. Build a price list with commercial pricing
  15. Add GSA pricing discount tiers (if needed)
  16. Get client testimonials from prior commercial clients
  17. Register with GSA Advantage (if product-based)
  18. Develop a simple proposal template (Word/PDF)
  19. Add past performance summaries (even commercial)
  20. Gather digital versions of brochures and case studies

Phase 5: Bidding & Contracting

  1. Monitor SAM.gov daily for RFIs, RFPs, IFBs, RFQs
  2. Set alerts for keywords or NAICS codes
  3. Respond to a Sources Sought or RFI (no pricing yet)
  4. Review full RFPs (instructions, scope, evaluation)
  5. Prepare a technical response (meets all specs)
  6. Price your bid competitively (break down costs)
  7. Submit by the exact time and method requested
  8. Acknowledge all amendments in your bid
  9. Upload all documents to the correct portal
  10. Confirm bid submission and save confirmation

Phase 6: Fulfillment & Compliance

  1. Receive Notice of Award (NOA)
  2. Review award terms, timelines, and invoicing steps
  3. Deliver services/products according to contract terms
  4. Maintain a record of all communications
  5. Submit reports if required (monthly, quarterly)
  6. Handle customer service or support issues promptly
  7. Submit invoice through WAWF, IPP, or G-Invoicing
  8. Track payment status and follow up as needed
  9. Collect performance feedback from agency
  10. Add the contract and feedback to your past performance list

Final Tips

  • Start with small contracts or subcontracts to build past performance.
  • Partner with more experienced vendors at first (teaming agreements).
  • Keep your SAM and certifications updated yearly.
  • Document everything for audits or contract disputes.
  • Build relationships with procurement officers—they prefer known vendors.