How To Market Yourself As A Federal Government Contractor

A Fantastic Presentation Is The Key To Success

Having a good presentation is vital to winning over the federal government. You want to be able to make an excellent impression that goes beyond just having a great price point. It is important to understand that this is not your typical business client. Because the presentation to the United States is so different from presenting to other businesses, many companies need more support.  Let us guide you through this often intimidating process.

Be Prepared To Give An Oral Presentation

Oral presentations are very common for companies who want to work for the United States government. This is going to be a different audience. You might not get the greeting and niceties that usually come with this business meeting. Government employees are not allowed to react to anything that is said. You should be used to seeing no feedback until the question and answer period.


The first phase is when you will talk about the team working on the project. You need to mention the key hands-on person who will be directly involved and working with the government.

This is not the time to name off people and recite their resumes. You have listed each person’s qualifications, background, education, and experience in the written proposal. Now your company needs to give the federal government true insight into the people who are going to be performing essential tasks.

Have the key team members speak for themselves. Let the government really know how passionate and motivated your people are to win this particular contract. This is the time to bring up any special skills or experience that can not be easily gleaned from a piece of paper. Many companies that present orals to the federal government only go beyond what they supplied in the written proposal, which is a great way to be forgotten.

Project Management

It is important to highlight these considerations in the next phase:

  • How is your organization set up? 
  • How are you set up to handle problems? 
  • Who are the players who handle problems? 
  • How does your organization fit together?
  • How do you draw on other strategic alliances or subcontractors? 
  • How does everyone, internally and externally, work together? 
  • What are some of your established processes? 
  • Tell them how you handled similar projects.

This is where you explain how your past experiences have prepared you for success in the present circumstances. Refrain from presenting this material in a manner that could be boring or humdrum. Your company must exude excitement about the organization and show your passion for the project. It would help if you talked about not only each individual’s commitment to the project but also how the organization as a whole and the management team is committed to ensuring the highest quality of performance.

Problem Solving

This is the most important phase of the whole presentation and the place where organizations often lose the most points.

The problem-solving phase will consist of the federal government presenting you with a possible problem, giving you some time to discuss the problem and ask questions, and then they’ll watch how you solve the problem. It would help if you realized that the federal government doesn’t care what your final solution is; they care about your approach to the problem. They’re watching how you solve problems and work together as a team. You should practice problems solving simulations daily for at least two weeks before you head into the presentation. The more you practice problem-solving, the better you’ll do as a team.

You Still Need To Make Yourself Stand Out

The federal government will watch many groups of people from various other companies. They have a point system and award the contract to the business that scores the most points. The government will often see the basic material being presented numerous times. Your presentation must be unique and memorable in a positive way. Your company needs to catch their attention.

Small Business Administration Certifications

A Small Business Administration certification is a great way for your business to stand out in the marketplace. Certifications can help you gain access to specialized funding and scholarships, allow you to compete for set-aside contracts, and can be a great bonus to potential clients. Here are some certifications to consider for your small business:

  • Women-Owned Small Business Federal Contract Program (WOSBs)
  • 8(a) Business Development Program
  • The Service-Disabled Veteran-Owned Small Business Concern Procurement Program(SDVOSB)
  • Historically Underutilized Business Zone Program (HUBZone)

Remember To Be Clear And Concise

Only spend a little time explaining complex terminology that is very industry-specific. The elevator pitch should be so simple that any random person on the street can understand exactly what you are trying to convey. This is important because it ensures that you keep the listener’s attention, no matter their level of expertise.

Practice Makes Perfect

Now that you have a short, clear, and concise message, it is time to practice in front of the mirror. Many people find talking to themselves in front of a mirror silly and unpleasant. However, this is the best way to learn your elevator pitch until it becomes second nature. It will help you with things like smiling at the right moment and making pleasant eye contact. 

Practice until you eliminate awkwardness and the words like “umm” from the elevator pitch. Make sure that you speak with enthusiasm in your voice. You want to make sure the listener understands the passion you feel for your business and make it sound very natural and organic.

Remember, Registration With The SAM Directory Is The Vital First Step

SAM stands for System Award Management.

To do any business with the federal government, you must register your business in the System for Award Management directory. The government will not hire any business (large or small) that has not registered in SAM.  Sam Directory will help guide you through this process so you can spend your time preparing to win these lucrative government contracts.

Please read one of the helpful blog articles on our site Everything You Need to Know About SAM for Small Businesses.  These blogs will help give you all the information you need to understand how we can help make the process very easy for you.