Cracking the Code: How Small Businesses Can Win Government Contracts
Securing a government contract may seem like an intimidating process, but for small businesses — especially those owned by people of color, women, veterans, or disadvantaged communities — it represents one of the most accessible ways to grow and stabilize revenue. Government agencies at the city, county, state, and federal levels are constantly seeking reliable vendors and are often required by law to allocate a percentage of spending to small and diverse businesses.
Black Tech Link’s recent workshop, “Government Contracting 101,” provided a comprehensive roadmap for navigating this opportunity. Led by contracting consultant and small business advocate Deborah Kimbrough, the session explored how to identify viable contract opportunities, how to get certified, and how to position your business for success.
What is Government Contracting?
Government contracting is when a public agency — such as a city department, public utility, school district, or federal entity — hires a private company to provide goods or services. This can include everything from construction and cybersecurity to janitorial services, catering, and graphic design.
Every year, billions of dollars in contracts are awarded across the country. Yet, many small businesses never pursue these opportunities, either because they aren’t aware of the process or they believe it’s too difficult to break into. The truth is, with the right steps, any qualified business can participate — and certification gives you a major competitive edge.
Step 1: Know Your Business and Industry Codes
Before jumping into certifications, Deborah emphasized the importance of understanding your business classification. Government agencies use standardized codes to identify goods and services, including:
NAICS (North American Industry Classification System): These six-digit codes are required for federal contracting and are used across many registration platforms.
UNSPSC (United Nations Standard Products and Services Code): Used in many state procurement systems.
NIGP Codes: Used in municipal and county-level contracts.
Knowing your codes ensures you are searchable in vendor databases and that you receive alerts about relevant bids.
Step 2: Get Certified
Many public contracts are set aside for businesses that meet certain criteria. Certifications make you eligible for those set-asides. Some of the most common include:
Small Business (SB): Generally based on number of employees and annual revenue.
Disadvantaged Business Enterprise (DBE): Available to businesses owned by socially and economically disadvantaged individuals.
Women-Owned Small Business (WOSB) / Minority Business Enterprise (MBE): Offered at federal, state, and local levels.
Veteran-Owned Business (VOB / DVBE): For businesses owned and operated by service-disabled or non-disabled veterans.
8(a) Certification: A federal program through the SBA for socially and economically disadvantaged entrepreneurs.
Certifications are available through various entities, including the Small Business Administration (SBA), state procurement departments, and third-party organizations like WBENC or NMSDC.
Deborah stressed the importance of aligning your certification with the type of contract you’re pursuing. For example, if your business wants to work on Caltrans projects, you may need a DBE certification. If you’re targeting federal contracts, the 8(a) program or WOSB might be the right fit.
Step 3: Register in Procurement Systems
Getting certified is just one part of the puzzle. You also need to be visible in the right procurement portals. These include:
SAM.gov: The federal government’s main procurement site. Every federal contract begins here. Your business must have a Unique Entity ID and an active registration to bid.
Cal eProcure: California’s state procurement system, where businesses can find opportunities and get certified as a California Small Business or Disabled Veteran Business.
City/County Sites: Local governments often use their own procurement platforms or vendor registration databases. Always check with local departments or utilities in your area.
Registration often includes uploading certifications, submitting a capability statement, listing NAICS codes, and specifying the regions or agencies you’re interested in.
Step 4: Build Your Capability Statement
Think of your capability statement as your company’s government-facing resume. It’s a concise, one-page overview that includes:
Core competencies
NAICS codes
Company overview
Past performance or experience
Differentiators
Contact info and DUNS or UEI number
This document is what procurement officers often ask for before they consider your business for a contract. A polished capability statement can set you apart from hundreds of other businesses in a directory.
Step 5: Market to the Government
Marketing to government agencies requires a different approach than marketing to the public. Deborah encouraged businesses to:
Attend procurement matchmaking events
Join government-hosted vendor fairs
Reach out directly to procurement officers
Monitor “forecasting” documents that outline upcoming opportunities
Establishing relationships and getting your business name known by buyers is critical. Many agencies prefer to work with vendors they’ve met or who have made an impression, even if they haven’t worked together yet.
Step 6: Bid Smart
Once you’re certified and registered, you’ll begin to receive bid notices. But not every contract is right for your business.
Deborah emphasized the need to be selective. Read the Request for Proposal (RFP) or Invitation for Bid (IFB) carefully, and make sure your company can meet all requirements, including insurance, bonding, timelines, and scope.
Overextending can result in poor performance, which can hurt future opportunities. Instead, start small — subcontracting on a larger contract is a great way to build experience without taking on too much risk.
Common Pitfalls to Avoid
Deborah warned against several common mistakes she sees among new government vendors:
Applying for the wrong certifications
Letting registrations expire
Failing to update business information in databases
Not customizing capability statements for different agencies
Bidding on contracts without fully understanding requirements
Preparation is key. A small misstep can delay your opportunity or even disqualify you.
Resources and Support
Government contracting doesn’t have to be a solo journey. Black Tech Link and other small business development centers offer free or low-cost training, consulting, and tools.
Some key resources include:
PTAC (Procurement Technical Assistance Centers): Offer one-on-one counseling for businesses navigating government contracting.
SBA.gov: Extensive tools and certification portals.
GO-Biz Office: California’s small business support hub.
Visit blacktechlink.org to access templates, capability statement guides, and upcoming training opportunities.
Final Thoughts: You Belong at the Table
Too often, small businesses feel like they’re not “big enough” or “ready” to contract with the government. But the truth is, public agencies are looking for qualified, certified vendors who can deliver — and that includes you.
With the right certification, registration, and preparation, your business can gain access to long-term, high-value work that supports community infrastructure, education, housing, technology, and more.
As Deborah reminded attendees, the process may be detailed, but it’s absolutely doable — and the rewards can be transformative.
Now is the time to show up, get certified, and claim your seat at the contracting table.
Want to Join the Movement?
If you’re a small business or nonprofit looking to grow, modernize, and get connected to real opportunity—Black Tech Link is here for you.
➡️ Visit blacktechlink.org
📌 Click on the Small Business Mastery Program
🗓️ Book a free session by hitting Talk With an Expert
Your mission deserves to thrive. Let’s make that happen—together.