Learning how to win government contracts as a startup or scaleup can seem confusing and mysterious. There are plenty of hurdles to overcome to obtain the money you need to continue with research and development, prototyping, and ultimately bringing your solution to market so you can grow and scale.

Winning government contracts can be a game-changer for businesses of all maturity levels, offering a reliable revenue stream, enhanced credibility, and a chance to partner with some of the country’s largest and most prestigious organizations. The process is complex, however, with strict compliance requirements, detailed proposal processes, and a highly competitive bidding environment.

In this article, we’ll walk you through how to get government contracts, providing insights and practical tips you can follow confidently.

A Basic Primer on the Four Types of Government Contracts

Four primary types of government contracts are important for you to understand: fixed-price, cost-reimbursement, indefinite delivery/indefinite quantity (IDIQ), and time-and-materials (T&M). Each contract type is structured differently, offering specific terms, payment arrangements, and risk factors.

Selecting the right contract type for your business can significantly impact your chance at success, profitability, and compliance with government requirements.

Fixed-Price Government Contracts

Fixed-price contracts are the most straightforward option, offering a predetermined payment that doesn’t vary regardless of project costs. This contract type transfers most of the risk to the contractor, as the price remains fixed even if expenses rise during the project. Fixed-price contracts suit projects with well-defined requirements, timelines, and budgets.

Cost-Reimbursement Contracts

Cost-reimbursement contracts, sometimes called ‘cost-plus’ contracts, are structured to reimburse contractors for the allowable incurred costs to complete a contract’s objectives plus an additional amount representing a profit or fee. When project requirements are less defined, this type of contract is suitable as it provides greater flexibility. Because the government is taking on more financial responsibility, these contracts usually include strict cost-monitoring requirements.

These contracts are best when there’s uncertainty about project costs, but it’s essential to closely follow cost guidelines to stay compliant.

Time and Materials (T&M) Contracts

Time-and-materials (T&M) contracts ensure contractors are paid based on the time spent and the materials used. When the scope of work is not easily definable, this type of contract makes sense. While T&M contracts offer flexibility, they require accurate time tracking, reporting, and full transparency in materials costs. This structure can limit profitability, especially if strict caps on employee labor rates and materials prices exist.

Indefinite Delivery/Indefinite Quality (IDIQ) Contracts

IDIQ contracts allow the government to procure indefinite services or supplies over a set period. These contracts are a good fit when the government knows it will need ongoing services or supplies but can’t predict the exact quantities or timing. IDIQs can offer a steady revenue stream for contractors if the government consistently orders through the contract. However, it requires flexibility and readiness to deliver on short notice.

Other contract types include incentive and labor-hour contracts. Still, these are typically more proper for very specific situations and require a mature knowledge of the government contracting process and what it means for your unique business.

Compliance with government procurement processes is essential as you begin the application process for the contract that’s right for your business and your goals.

Compliance Is Essential: Understanding Federal Acquisition Regulations (FAR) and Associated Regulations

Compliance is an undeniably important component of working with government contracts. Strict regulations are the foundation of government procurement processes, primarily the Federal Acquisition Regulation (FAR), which establishes uniform policies and procedures for acquiring goods and services.

Here are the key points you need to know to stay fully compliant:

The Role of FAR

The FAR is the primary set of rules governing federal procurement, providing very detailed guidelines on every aspect of contracting, from solicitation to contract administration. You’ll need to know about FAR guidelines because violating these guidelines can lead to penalties, contract termination, or even exclusion from the opportunity to apply for future government contracts.

Understanding the DFARS for Department of Defense (DoD) Contracts

The Defense Federal Acquisition Regulation Supplement (DFARS) applies in addition to the FAR for contract applications with the DoD. DFARS includes additional clauses specific to DoD needs, especially for industries like cybersecurity. Anyone pursuing a DoD contract needs to have a deep understanding of both FAR and DFARS requirements.

Any applicant needs to consider a few key compliance areas before engaging in the application process.

Four Key Compliance Areas

Here are the four key compliance areas to consider:

  1. Financial
  2. Labor standards
  3. Cybersecurity
  4. Quality assurance

Let’s check each out in more detail.

Financial Compliance

Government contracts, especially those including cost reimbursement, require detailed financial reporting and are often subject to audits. Maintaining accurate records and ensuring all expenses align with the contract terms is very important.

Labor Standards

Compliance with labor standards, like those outlined in the Service Contract Act and Davis-Bacon Act, is mandatory. These acts cover wage rates, benefits, and working conditions for workers employed under federal contracts.

Cybersecurity Compliance

Many government contracts, especially those with the DoD, require detailed and exhaustive cybersecurity measures to protect sensitive data. Contractors must ensure their systems meet applicable standards to safeguard controlled unclassified information (CUI).

Quality Assurance

Government contracts often require specific quality standards. Contracts must have quality assurance processes in place to ensure their products or services meet government expectations and are free from damaging errors or defects.

Each of these compliance types comes with some typical pitfalls.

You must stay informed about changes to regulations, implement internal processes to track and adjust to these changes, and seek legal counsel when necessary to get some guidance so you don’t trip up. Also, it’s important to keep a ‘paper trail’ to stay compliant. The government could audit you at any time, so having that trail for all contract-related activities like project changes, billing records, and communications can protect you in case there are any audits or disputes down the road.

A big part of understanding how to bid on government contracts is to do your market research to identify the opportunities - and the types of programs - that make the most sense for the maturity and unique value proposition you bring to the market.

Doing Your Market Research

Effectively identifying government contract opportunities starts with comprehensive market research. This step helps contractors understand what’s available and align their capabilities with agency needs, which in turn increases their chances of winning contracts.

Finding Government Contract Opportunities

Because government contracting is so competitive it’s important to access the best resources to do your research. Here are a few platforms that help you discover federal business opportunities:

  1. SAM.gov - This is the primary database for federal business opportunities and a go-to resource for contractors of all types. Set up alerts within the platform to notify you of new opportunities related to your field so you can stay one step ahead.
  2. Gallium’s Government Funding Opportunities Database - Check out our extensive government funding opportunities database to browse by agency and technology, and filter down to find the opportunities that are right for your business.
  3. General Services Administration (GSA) Schedules - The GSA schedule helps federal agencies buy goods and services from pre-approved vendors at a competitive price. Applying to be included on a GSA schedule helps open doors to opportunities, as it shows you are a vetted and reliable contractor, especially if you offer IT, consulting, construction, or logistical services.

Market Research

Effectively identifying government contract opportunities starts with comprehensive market research. This step helps contractors understand what’s available and align their capabilities with agency needs, increasing their chances of winning contracts. Each resource helps you gain visibility into federal contracts and identify opportunities that best match your company’s capabilities.

Finding the right opportunities is only one part of the ‘battle.’ It’s on you as an applicant to deeply understand the specific agencies with whom you want to work and align your proposals to show how your products or services directly support their objectives - but we’re here to help!

Get to Know Your Agency Partners

Consider these three things when learning more about your agency partners: you need to understand their missions and priorities, tailor your offerings to meet their needs and engage with publicly available data and reports to help you craft winning proposals.

Research Agency Missions and Priorities

Each government agency has a unique mission and priority set. The DoD, for example, focuses heavily on national security and innovation, while the Environmental Protection Agency (EPA) emphasizes sustainability and environmental protection. The better you understand an agency’s strategic goals, initiatives, and budget allocations, the better you can craft proposals that match what they’re looking for in contractors.

Tailoring Your Offers to Meet Agency Needs

Once you understand an agency’s priorities, it’s easier to position your offers to align with their objectives. For example, if an agency prioritizes sustainability, highlight how you support environmentally friendly practices or meet environmental standards. Tailoring your proposals to meet agency needs shows you are not only a ‘qualified vendor’ but a partner invested in helping the agency achieve its mission.

Engage With Publicly Available Data and Reports

Many government agencies publish annual reports, budget summaries, and procurement forecasts, providing insight into what they need and plan to invest. Reviewing these docs can help you anticipate future contract opportunities and understand where an agency is going to place focus in the future. This information enables you to be proactive when constructing proposals to address an agency’s needs effectively.

By getting to know your target agencies and tailoring your market research accordingly, you can position your business as a strategic solution for their unique challenges. This level of preparation can set you apart from competitors who may simply respond to RFPs robotically without understanding the broader goals of the agencies they hope to serve.

The strength of your contract proposal can make or break your ability to obtain funding to support your business's growth and long-term sustainability.

There are three specific elements to consider in any strong proposal as you begin to develop your ideas and write.

Building a Strong Government Contract Proposal

Creating a standout proposal is crucial when competing for government contracts. Government agencies often receive numerous responses to each Request for Proposal (RFP), so making sure yours is clear, compelling, and realistic is essential.

How to Nail the RFP Response

A well-prepared RFP response can significantly improve your chances of winning a government contract. Following RFP guidelines is more than a formality; it demonstrates your professionalism and respect for the agency’s requirements.

Here are three elements to consider:

  1. Thoroughly read and analyze the RFP
  2. Address all evaluation criteria
  3. Structure and organization

Let’s check these out more closely.

Thoroughly Read and Analyze the RFP

Begin by carefully reading the entire RFP document to understand the agency's needs, including all technical, financial, and compliance requirements. Agencies often include detailed instructions for formatting, content, and submission protocols, which you must follow precisely. You can be disqualified if you fail to meet these specified requirements, even if your proposal is otherwise strong and well-written.

Address All Evaluation Criteria

Most RFPs include a section that lists evaluation criteria, detailing how proposals will be scored. Use these criteria as a roadmap to ensure that each section of your proposal directly addresses them. For example, if the RFP states technical expertise and past performance will weigh heavily in the evaluation, emphasize relevant experience, and provide case studies of similar successful projects.

Develop a Strong Structure and Organization

A well-structured proposal is easier for evaluators to read and understand, which helps you make a positive impression. Break down the proposal into clear, labeled sections that directly mirror the RFP’s structure. Include a table of contents and an executive summary to make your response easier to navigate.

Writing a proposal for a government contract requires clarity, a direct tone, and a compelling argument for why your solution is the best choice. Avoid using too much jargon or overly complex language; instead, focus on communicating the value you bring to the table in a straightforward manner.

Keep It Clear and Compelling

Writing a proposal for a government contract requires clarity, directness, and a compelling argument for why your solution is the best choice. Avoid jargon or overly complex language; instead, focus on communicating the value you bring in a straightforward manner.

Use Simple, Direct Language

Government evaluators should understand your proposal quickly and easily. Avoid industry jargon or technical terms unless they are directly relevant to the RFP. Write with simplicity, and aim to be as transparent as possible about how your solution meets the agency’s needs.

Highlight Your Unique Value Propositions

Emphasize what makes your offering unique and why it’s a superior choice to what your competitors offer. It could be specialized expertise, a proven track record of success, or a proprietary process that leads to better outcomes. Be specific - share data, metrics, or testimonials to demonstrate how you’ve delivered similar results in past projects.

Engage the Evaluator

Even though government proposals are formal, that doesn’t mean your response should be boring to read. Use active voice and descriptive language to keep the reader’s attention. For example, instead of saying, ‘We can provide services in XYZ,’ consider ‘Our team delivers comprehensive services in XYZ, proven to reduce costs by X% and improve efficiency by Y%.’ Being specific increases the appeal of your proposal!

Develop a Thorough and Smart Budget

Budgeting is a crucial aspect of any government proposal, as agencies are often financially restricted and will carefully evaluate the cost-effectiveness of your solution. Striking the right balance between competitiveness and profitability is essential when developing and communicating your budget.

Be Detailed and Transparent

Outline each component of your budget, detailing labor costs, materials, equipment, and other relevant expenses. Transparency shows the agency you’ve thoroughly considered project costs and builds trust in your proposal. Be specific about cost items, rather than generalizing; itemized budgets demonstrate thoughtful planning.

Align the Budget With the Value Delivered

Your budget should reflect the quality and value of the solution you provide. Don’t undersell yourself by pricing too low, as that price can compromise your ability to deliver high-quality service. It also indirectly signals you’re inexperienced, even if you aren’t. Show how your budget ties directly to the results the agency will receive. If you’re offering a solution that increases efficiency, explain how an initial cost investment will lead to long-term savings or improved performance.

Provide Optional Tiers or Phased Pricing

Sometimes, offering optional services or a phased approach can make your proposal more attractive. These options allow the agency to choose the level of service that fits their budget while offering flexibility. Phased pricing also works well for projects that can be broken down into stages, helping you to provide clear costs for each phase and helping agencies manage their budgets more effectively.

Building Deep Networks Is a Key to Successful Contracting

Building a strong network within the government contracting sphere can be just as valuable as crafting a perfect proposal. The most successful contractors often emphasize the importance of relationships with procurement officers, agency personnel, and industry peers. These connections can open doors, provide insights into the contracting process, and position you as a trusted partner.

Building Your Connections

Establishing relationships with key players in the government contracting space - especially procurement officers and experienced contractors -  can provide a significant advantage. These connections can offer insights into upcoming opportunities, help you understand agency needs, and even lead to referrals. It takes some work and energy, but the effort is well worth it!

Engage With Procurement Officers

Procurement officers are critical in awarding contracts as they are responsible for sourcing vendors, evaluating bids, and ensuring compliance with federal acquisition regulations. Building relationships with these folks can help you better understand the agency's needs. Consider regular communication like follow-up emails or updates about your capabilities to stay on their radar.

Network With Fellow Contractors

Other contractors, especially those with more experience in government work can provide you with some valuable guidance. Many contracts involve collaboration with multiple vendors, so a network of trusted contractors can lead to potential partnerships or subcontracting opportunities. Experienced contractors often have insights on navigating specific agency requirements or compliance issues, which can be particularly helpful when you’re getting started.

Leverage Online Networks and Industry Groups

Joining industry groups and forums focused on government contracting (i.e., those on LinkedIn or specialized contracting sites) can help you stay informed about the latest trends and best practices. These groups are also great places to share advice and exchange recommendations with others in the field.

By dedicating time to relationship-building, you increase your visibility in the contracting world and cultivate a support network that provides guidance, insights, and collaborative opportunities.

Get Involved in Events

Industry events, conferences, and trade shows can provide valuable networking opportunities and insights into the government contracting landscape. Attending these events is an excellent way to meet agency representatives, learn about the latest trends, and showcase your expertise.

Here are four things to consider:

  1. Attend Government-Focused Conferences: Many conferences specifically focus on government contracting, such as the National Contract Management Association (NCMA) World Congress, the GovCon Symposium, and various Small Business Administration (SBA) events. You can learn about new regulations, technology requirements, and agency goals by attending, helping you tailor your approach to meet government needs.
  2. Participate in Trade Shows and Expos: Industry-related trade shows can also be valuable for networking, as government buyers often attend these events to connect with potential vendors. Trade shows can also be an opportunity to distribute marketing materials, make direct connections, and set up follow-up meetings to discuss possible partnerships.
  3. Join Workshops and Training Sessions: Many industry events also offer workshops or training sessions specifically designed for contractors. Participating in these workshops and training sessions helps you sharpen your skills and allows you to hang out and interact with peers and learn from their experiences in an open and collaborative environment.
  4. Take Advantage of Networking Receptions: Conferences and trade shows often include receptions, happy hours, or networking luncheons where attendees can connect more informally. These social events are a fantastic opportunity to meet agency reps and procurement officers in a more relaxed environment, giving you a chance to discuss your capabilities, ask questions, and gain valuable insights in a casual setting.

Getting involved in industry events helps establish your company’s presence in the government contracting space and demonstrates your commitment to understanding the landscape. By building a strong network and participating actively in industry events, you can position yourself as a knowledgeable and reliable partner, increasing your chances of winning future contracts.

While building a network and relationships is important, developing your professional certifications and leaning further into what it takes to stay compliant is essential.

The Importance of Compliance and Certifications

In government contracting, certifications and compliance are essential for success. Certifications can enhance your credibility, while strict adherence to compliance standards keeps your contracts secure and your reputation intact. These elements help contractors win more business, avoid penalties, and demonstrate professionalism.

Pursuing Relevant Certifications

Certifications are a powerful tool for contractors looking to stand out in the competitive government market. Many certifications are specifically designed to promote diversity and inclusion by giving businesses from underrepresented groups preferential consideration in certain contract awards.

8(a) Business Development Program

The 8(a) certification, offered through the Small Business Administration (SBA), is designed to assist small, disadvantaged businesses in accessing federal contracting opportunities. Achieving 8(a) certification opens doors to sole-source contracts and enhances your credibility by showing your company meets specific social and economic criteria.

HUBZone Certification

The Historically Underutilized Business Zones (HUBZones) certification encourages economic development and job creation in underrepresented communities. To qualify, your business must be located in a designated HUBZone, and some of your employees must live within the zone. Certified companies receive preferential consideration for government contracts, particularly in areas where the government has a goal to support underrepresented communities.

SDVOSB (Service-Disabled Veteran-Owned Small Business)

The SDVOSB certification is available to small businesses owned and controlled by service-disabled veterans. This certification qualifies you for certain ‘set-aside’ contracts, particularly with agencies that aim to support veteran entrepreneurs.

Each certification requires meeting specific criteria, providing documentation, and undergoing a strict and detailed review process. The effort is well worth it - especially with some guidance - as certifications lead to more contract opportunities, increased visibility, and a competitive advantage.

Staying compliant throughout the contract application process is essential to have the chances you deserve to obtain funding that will help with the growth and scale of your business.

Staying Compliant Throughout the Contract Lifecycle

Compliance doesn’t end once you secure a government contract—it’s a continuous requirement throughout the lifecycle of the contract. Properly managing compliance helps avoid penalties and strengthens your reputation as a reliable contractor.

Here are four things to consider:

1. Be Prepared for Audits: Government contracts, particularly cost-reimbursement contracts, are subject to audits to verify that the contractor is billing accurately and adhering to the specified budget. Maintaining organized, accurate records of all project costs including labor, materials, and overhead expenses, is essential. Having these records readily available can simplify the audit process, demonstrate transparency, and reinforce your reputation for compliance.

2. Implement Strong Reporting Systems: Many government contracts require regular reports on project status, performance, and budget tracking. A robust reporting system allows you to meet these requirements efficiently and ensures all stakeholders clearly understand project progress. Developing templates and establishing a reporting schedule at the start of a contract can streamline the process.

3. Stay Updated on Regulatory Changes: Compliance regulations in government contracting can evolve, especially with changing government policies and technology requirements. Keeping on top of updates to the FAR, DFARS, and any agency-specific regulations relevant to your contract is crucial. Regularly review industry news, join contracting forums, and consider working with a legal or compliance consultant specializing in government contracting.

4. Focus on Cybersecurity Compliance: Many government contracts now have stringent cybersecurity requirements, especially when dealing with sensitive or classified information. For instance, DoD contracts may require adherence to the Cybersecurity Maturity Model Certification (CMMC). Implementing robust cybersecurity measures, training employees on best practices, and conducting regular security audits are essential for maintaining compliance and protecting government data.

Remaining compliant is a continuous process that requires attention to detail, strong record-keeping, and a proactive approach to regulatory updates. By investing in compliance from the outset, you protect your current contracts and position your business for future opportunities.

The Importance of Utilizing Technology to Your Advantage

Government contracts require high standards so it’s essential to leverage technology appropriately to streamline processes, and meet those standards. From proposal management tools that simplify complex submissions to cybersecurity measures that protect sensitive information, technology plays a vital role in helping businesses operate more efficiently and meet compliance standards.

The first important thing is to use tools that make the proposal process more streamlined and less complicated.

Use Proposal Tools

The proposal process can be overwhelming, especially when you’re responding to multiple RFPs at the same time. Proposal management software helps contractors like you organize, draft, and submit proposals more effectively, allowing them to focus on quality and compliance while saving time.

These tools help in several ways:

1. Streamlining proposal creation and organization: These tools provide a centralized platform for managing all aspects of the proposal process and allow you to store and organize content, track deadlines, and collaborate with team members in real time. A structured system reduces the chance of missing important details and ensures consistency across proposals.

2. Automate repetitive tasks: Automation features can include easy-to-access templates, auto-fill functions, and content libraries, which help you insert often-used info like company background, past performance, and compliance statements into your applications. Reducing repetitive tasks allows you to customize the parts of your proposal that need specific attention.

3. Enhance Collaboration and Version Control: Keeping track of revisions and contributions from multiple stakeholders can be challenging for large teams working on complex proposals. Proposal tools provide version control and track changes to ensure everyone works on the most up-to-date version. They also allow team members to communicate directly within the platform, which reduces the need for too much back and forth.

4. Improve Proposal Quality and Consistency: Proposal management tools often include features like style guides, grammar checks, and formatting options that help maintain consistency and quality. Working with a grant and proposal consulting partner like Gallium Solutions can also help you make this process more uniform so you always present professional and polished documentation in your proposals.

By using proposal management software, contractors can streamline their processes, reduce human error, and enhance the overall quality of their submissions. This approach helps create polished proposals that meet RFP guidelines and position your business as a professional and reliable business partner.

Cybersecurity is non-negotiable for government contractors. Many contracts require handling sensitive information, so cybersecurity must always be at the forefront of people's minds.

Prioritize Cybersecurity

Failing to protect the data in your proposals can result in severe penalties, contract termination, and even disqualification from future opportunities. Prioritizing cybersecurity is about compliance, building trust, and safeguarding your business’s reputation.

Implement Strong Cybersecurity Measures

It’s important to start with the fundamentals, like firewalls, antivirus software, and intrusion detection systems. Many government contracts require contractors to adhere to specific cybersecurity frameworks. Adopting the right standards ensures your systems are secure enough to meet baseline federal requirements.

Control Access to Sensitive Information

Limiting access to sensitive information is a crucial component of cybersecurity compliance. Use role-based access controls (RBAC) to ensure only authorized personnel can access certain data. You should also consider implementing multi-factor authentication (MFA) for one additional layer of security, and regularly review access permissions to keep up with personnel changes.

Conduct Regular Security Training

One of the most common sources of data breaches is human errors. Regular cybersecurity training helps employees recognize phishing attempts, avoid suspicious links, and practice good security hygiene. Keeping your team updated on the latest threats can significantly reduce the risk of accidental breaches.

Schedule Frequent Security Audits and Vulnerability Assessments

Regular audits and vulnerability assessments help identify potential weaknesses in your cybersecurity ‘defenses.’ By doing these frequently, you can proactively address vulnerabilities before they are exploited. Many contracts require periodic audits, so it’s a good habit to get into no matter what.

Implement Data Encryption

Encrypting sensitive data at rest and in transit is a fundamental practice for securing government information. Many government contracts mandate encryption to protect data from unauthorized access, especially if you are handling CUI. Data encryption ensures that the information remains unreadable and protected even if a breach occurs.

Prepare an Incident Response Plan

Despite best efforts, security incidents can happen. Having an incident response plan outlines the steps your team will take if a data breach or security issue arises. A well-prepared plan includes containment, mitigation, communication, and recovery procedures. It’s also essential to report incidents to the relevant government agencies as required, as failing to do so can lead to penalties.

By prioritizing cybersecurity, you protect sensitive government data and demonstrate your commitment to compliance, trustworthiness, and professionalism. Strong cybersecurity practices safeguard your business from potential threats and position you as a reliable partner capable of handling government contracts responsibly.

Learning how to win government contracts isn’t all about compliance, record keeping, and networking, it’s also about learning how to sell your successes and convince those reading your application that the funding they provide will lead to yet another success.

Make Sure to Highlight Your Past Successes

One of the most compelling ways to stand out in government contracting is by demonstrating a track record of success. Agencies want to work with contractors who have proven experience and a history of delivering results. Highlighting relevant past performance and collecting testimonials can build trust, validate your expertise, and increase your chances of winning contracts.

Showcasing Your Expertise

Here are four things to consider about showcasing your past wins and your expertise:

  1. Highlight relevant projects: Choose examples of previous projects that closely match the scope, complexity, or industry of the opportunity you’re applying for. Detail the work you’ve completed, the challenges you overcame, and the outcomes you achieved. Providing this context - such as project timelines, budgets, or unique constraints - adds depth to your experience.
  2. Include quantifiable results: Back up your past performance with data points whenever possible. Numbers make your achievements more tangible and compelling to proposal evaluators. Measurable results prove your success and give agencies confidence in your ability to deliver quantifiable value.
  3. Discuss your problem-solving skills: Highlight challenges you have encountered in your business and previous projects and how you overcame them to show resilience and adaptability. Agencies appreciate contractors who can anticipate and resolve issues, so describe situations where you were proactive by shifting resources, implementing new processes, or collaborating effectively with stakeholders.
  4. Leverage Past Performance Evaluations (PPEs): Many government agencies evaluate contractor performance at the end of each project, creating official Past Performance Evaluations (PPEs). If available, reference strong PPE scores and include summaries of positive comments from these evaluations. This is a direct and credible way to show that other government agencies have reviewed and approved your work, enhancing your reputation for doing great work.

One of the best ways to support how you talk about your work and performance is to back this up with testimonials from previous contract providers or business partners who enjoyed working with you. It requires consistency and setting up the right processes, but it’s worth doing!

Make Gathering Testimonials a Priority

There’s nothing more powerful for building credibility and trust than a strong testimonial from a satisfied client. These testimonials provide ‘third-party validation’ of your expertise and professionalism, reinforcing your claims with firsthand accounts of how you work.

There are five things to consider when building a testimonial library and structuring it in a way that is as impactful as possible:

  1. Request specific testimonials
  2. Include client names and roles (with permission)
  3. Use them to address common concerns
  4. Incorporate testimonials strategically in proposals
  5. Create a testimonial library

Let’s dive into these one by one.

Request Specific Testimonials

Ask your past clients and customers to provide testimonials that speak to specific aspects of your work that are relevant to the proposal you’re writing and the contract you’re pursuing. For example, if the current RFP emphasizes cost control, ask a former client to describe how you helped them stay within budget without compromising quality. Specificity is more impactful than general praise in these scenarios.

Include Client Names and Roles (With Permission)

Adding a client’s name, title, and organization (with their permission) gives testimonials authenticity and makes them more persuasive. Agencies are more likely to trust testimonials from recognizable sources, especially if they are similar to the agencies you’re bidding for. If a past client is a reputable organization, mentioning their name can elevate your credibility and show that respected entities trust your work.

Use Testimonials to Address Common Concerns

Anticipate potential concerns the agency may have about hiring a contractor, such as reliability, communication, or technical expertise, and use testimonials to address those concerns. For instance, if the agency is concerned about you being able to meet a tight project timeline, include testimonials that speak to your punctuality and ability to deliver under pressure.

Incorporate Testimonials Strategically Throughout Your Proposals

Place testimonials in sections of your proposal where they will be most visible and have the greatest impact. For example, include testimonials about timely delivery in the timeline or project management section and add those about cost-effectiveness in the budgeting section. By weaving testimonials throughout your proposal, you reinforce your capabilities in a way that feels natural and credible.

Create a Testimonials Library

Having a library of testimonials on hand can save time when preparing proposals and make selecting the most relevant endorsements for each project easier. Keep this library updated with recent testimonials and organize it by category, such as client type, project scope, or area of expertise. This allows you to quickly access testimonials that align with the specific needs of a given RFP.

You create a persuasive narrative that emphasizes your proven track record by effectively showcasing your past performance and gathering compelling testimonials. This approach not only strengthens your proposal but also provides agencies with the confidence that you can deliver results reliably and professionally.

The Importance of Committing to Continuous Improvement

In government contracting, continuous improvement is essential to stay competitive, especially given the evolving nature of regulations, market demands, and agency expectations. By actively seeking feedback contractors can refine their approaches, enhance proposal quality, and increase their chances of success in future submissions.

Embracing Feedback Helps You Grow

Whether successful or not, every proposal submission offers a valuable learning opportunity. By requesting and analyzing feedback, especially from proposals that didn’t win, you can identify areas for improvement and refine your approach to increase your competitiveness.

There are four things you should do to acquire and take advantage of feedback:

  1. Always request feedback from agency evaluators
  2. Identify patterns in the feedback you receive
  3. Apply lessons learned to improve future proposals
  4. Keep an open mind to continue to embrace personal growth

To wrap things up, let’s check these out in detail.

Always Request Feedback From Agency Evaluators

When a proposal isn’t selected, make a point to contact the agency’s procurement office to request constructive feedback. Many agencies are willing to provide insights into why a proposal fell short, such as missing elements, a lack of clarity, or even areas where other submissions excelled. This feedback offers a direct perspective on the agency’s expectations and can guide you in addressing specific weaknesses in future proposals.

Work to Identify Patterns in the Feedback You Receive

Over time, collect and review feedback from multiple submissions to identify common themes or recurring suggestions. For instance, if numerous agencies highlight that your proposals lack sufficient detail in the budgeting or compliance sections, it indicates an area needing improvement. Spotting these patterns allows you to make systematic adjustments rather than isolated tweaks, helping you address underlying issues that may affect all your submissions.

Apply the Lessons You Learn to Improve Future Proposals

Use the insights gained from feedback to refine your proposal templates, language, and approach. For example, if feedback suggests your proposals could benefit from clearer performance metrics, consider incorporating more quantifiable outcomes and data-backed claims in future submissions. Continually refining your proposals based on past feedback ensures each submission builds upon the previous one, gradually increasing the quality of your proposals.

Lastly, Keep an Open Mind and Continue to Embrace Growth

Receiving criticism can be challenging, but maintaining an open mind is crucial to making meaningful improvements. Recognizing every critique is an opportunity to grow and enhance your approach. Contractors who view feedback as a tool for growth tend to make quicker progress, adapting more effectively to the expectations of government agencies and becoming more competitive over time.

In Conclusion


Winning government contracts is a journey that requires dedication, preparation, and continuous improvement. By understanding the types of contracts, mastering compliance, conducting thorough market research, and building strong relationships, you lay a solid foundation for success. Leveraging past performance, gathering testimonials, and utilizing technology all contribute to creating compelling proposals that stand out in a competitive field.

Staying informed on regulatory changes and acting on feedback further sharpens your approach, helping you adapt and improve with each submission. With persistence, a commitment to high standards, and a strategic focus on aligning with agency needs, you can unlock valuable opportunities in the government contracting space and drive meaningful growth for your business.

To learn more about how we help you to take full control of the application process for government funding so you can move faster with more confidence, fill out this form, and we'll be in touch!

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