1. Review Your SAM Registration

You cannot submit a proposal for federal contracts or receive payment if your System for Award Management (SAM) registration is inactive or expired. Log in to your SAM.gov account to confirm your registration status, expiration date, and core business information. This is also a good time to review your entity details, NAICS codes, points of contact, and representations and certifications to ensure everything is accurate and up to date.

2. Complete Your SBA Small Business Search Profile

Ensure your SBA Small Business Search profile is up-to-date with accurate keywords, codes, and capability narratives. You should treat your SBA Small Business Search profile as free marketing. It’s one of the best ways agency representatives have to find potential vendors like you!

3. Update Your Capabilities Statements

Your capabilities statement is like your company résumé. Keep multiple versions tailored for different audiences (federal, state, prime contractors). Once updated, upload it to your website and make sure it’s easy to find and download.

4. Review and Renew Your Certifications

Certifications can open many doors but only if they’re current. Renew them if necessary and keep copies of certificates easily accessible.

• California State Certifications: Apply for or renew Small Business (SB) and Disabled Veteran Business Enterprise (DVBE) through your Cal eProcure account.
• Federal Certifications: Apply for or renew WOSB, HUBZone, VOSB, and more through your SBA Certify account.

5. Conduct Market Research

Identifying agencies that need your services or buy your products is critical to success. You can visit USAspending.gov to explore government spending data and see which agencies or departments are active in your industry.

6. Review Past Proposals and Bid Templates

If your proposal wasn’t selected, take time to understand why. Request a debriefing from the agency to learn about your evaluation results, including your ranking, strengths, and areas for improvement. You may also request to review the winning proposals to see what made them successful. For federal contracts, you can obtain this information through a Freedom of Information Act (FOIA) request. For state contracts in California, use the California Public Records Act (CPRA). The insights you gain from these reviews can be invaluable for refining and strengthening your next submission.

7. Explore New Contracting Vehicles

Consider pursuing a GSA Schedule or California Multiple Award Schedules (CMAS) contract.

• A GSA Schedule provides pre-approved pricing and terms, making purchases easier for federal buyers — learn more at GSA.gov.
• CMAS contracts offer similar advantages for California state agencies, simplifying procurement and expanding your reach.

8. Incorporate Artificial Intelligence (AI) into Your Business

AI isn’t just for tech companies, tools like AI can help with proposal writing, market research, compliance tracking, workflow automation, and more! Just make sure to start small and research best practices or attend a workshop on AI in government contracting.

9. Build Strategic Relationships and Market Intentionally

Government contracting is as much about relationships as it is about paperwork.
Develop a strategic marketing plan that includes networking with Small Business Liaison Officers (SBLOs), connecting with prime contractors, exploring subcontracting opportunities, and attending workshops and webinars to stay informed and visible. consistency and follow-up turn introductions into opportunities.

10. Get Expert Guidance from Norcal APEX!

Government contracting can seem overwhelming but you don’t have to do it alone. Reach out to Norcal APEX Accelerator for free assistance on registrations, certifications, and market research. Start the new year strong by making procurement readiness your business resolution for 2026! If you are looking for help with government contracting or want no-cost help to find contracting opportunities, please contact your Norcal APEX Accelerator counselor for assistance or apply for services today!

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