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How To WIN FEDERAL CONTRACTS With No Past Performance

 In Govcon Learning, GovCon Tips

On average, there are 2,000 to 5,000 new government contracting opportunities available each day in all industry categories. 

Taking a piece of that pie is no small matter, as government contracting involves technical complexities that people often find overwhelming. 

Is it possible to win Federal Contracts with no past performance? The answer is yes.

It’s a massive market, and almost everyone, if not all, wants to go into this industry. But many small business owners don’t how to do it or don’t have the time to learn about it, so that’s where consultants come in.

There are companies that have the potential to go after and win federal contracts, as they have tools, money, and past performance. 

All they need now is to hire someone who can do the research and preparation for them while they focus on running their business.

THE ANSWER: Consulting Government Contracts

The reason people struggle when going into the federal marketplace is that they’re going through it alone. 

They think they can come into this market and start by being a small firm and expect that their business will eventually grow and build credibility over time.

The problem with that mindset is that hoping to grow strategically over time is ineffective in government contracting. The government cycles are so long that the opportunity you’re looking at might be gone for the next five years.

Organic growth only works if you’re building products, revenue generation models, and subscription-based services. 

When you’re in the federal marketplace, you need to take advantage of what opportunities exist right now while you’re active. So how do you do that when you’re just the little guy? 

If you lack the capability, team, and capital, you’re going to have a hard time successfully doing government contracts by yourself.

When you do it as a consultant, however, you don’t need any money. All you need is hustle, grit, and knowledge on federal procurement. 

Although doing local and city work like micro-purchases, the government might give you some money upfront, that’s still not enough money to take care of yourself and feed your family. 

If you want to make more money, like six figures, government consulting is the way to go.


I’ve got videos on how you could become a Consultant for Federal Contracts on my YouTube channel, but in a nutshell, what you do is you find companies that want to get into the marketplace and help them win federal contracts.

Many small business owners think that the government will not buy their products or services, but on the contrary, the government buys everything. 

So what you do, as a consultant, is work out a contract between the small business and the government, and if successful, you will receive payment in response to that.

I’ve also written a guide on How To Become a Federal Government Contractor. It’s a step-by-step process for people who are starting out as a contractor.

Do You Need Set-Asides to Win?

There’s so much misinformation about set-asides, like how they’re the only way for people to win in this industry. 

Apart from the fact that set-asides only represent a small percentage of all the opportunities in the federal arena, I’m here to tell you that they’re not even written or asked on most contracts.

If you go through, you will see that most contract opportunities put “Total Small Business Set-Aside” as their contract classification. 

What is Total Small Business Set-Aside? This pertains to companies that fall underneath the small business size standards table by the SBA.

If you find yourself under that threshold, then you are a small business and you are qualified to go for that contract.

So, the answer is No. You don’t need set-asides to qualify for these contract opportunities.


If you want to learn more about how you could win contracts with no past performance, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu, where you know everything about government contracting!

How to WIN Government Contracts With No Past Performance?

How to Win Government Contracts WITHOUT Past Performance! PT 2

Want to make money as a Government Consultant, follow these steps – Eric Coffie

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