10 Ways to Get Noticed by Government Buyers 

The competition to win government contracts is often fierce, and for good reason. It can be a game-changer for a business, unlocking steady, long-term revenue streams and building reputational credibility. But with so many suppliers vying for attention, how do you rise above the crowd? To succeed, you need more than just a great product or service—you also need a strategy, persistence, and a clear understanding of the procurement environment. This article will offer some key steps to help you gain the attention of government buyers and increase your chances of landing those coveted contracts. 

  1. Understand the Government Marketplace

Before you can even begin selling to the government, you must do your homework. The public sector procurement space is large, complex, and competitive. Take the time to research the specific government agencies that best align with what your company offers. What are their unique needs? When do they make purchases, and what criteria do they use to evaluate potential suppliers? Study their procurement cycles, examine some of their past awarded contracts, and familiarize yourself with their upcoming projects. By gaining insights into their purchasing behaviors, you can tailor your approach to meet their exact requirements. 

Useful tip: Don’t overlook smaller contracts or agencies. While federal contracts get a lot of attention, local governments also have significant procurement budgets and may present less competition. 

  1. Get Registered and Verified

If you’re not officially registered in government procurement systems, you won’t even make it onto their radar. Most government agencies require suppliers to register in their procurement platforms. For example, in the U.S., you must be registered in the System for Award Management (SAM). Likewise in Canada, you will need a Procurement Business Number (PBN) for federal contracts or to become a vendor of record to win provincial contracts. 

Ensure your registration is thorough, accurate, and regularly updated. Incomplete registrations or expired credentials can disqualify you before you even submit a bid. Don’t wait until an opportunity arises—be proactive and get your documentation in order early. 

Bonus tip: Some agencies have pre-qualification processes. Look into whether getting pre-approved or listed on a vendor shortlist can increase your chances. 

  1. Boost Your Credibility with Certifications

Being certified is more than just a badge of honor—certifications can provide a fast track to government contracts. Many government agencies set aside contracts, specifically for small businesses or those with certain designations like Minority-Owned, Women-Owned, or Small Business certifications. These can give you a significant competitive edge and access to opportunities not available to all suppliers. 

Make sure you understand the certification processes in your region or industry and invest in obtaining the relevant credentials. It may require some paperwork and diligence, but it’s often worth the investment. 

  1. Network and Build Relationships

In government contracting, relationships are everything. While procurement is governed by rules and regulations, building connections with decision-makers can give you insight into upcoming opportunities and help you understand their specific needs. Attend industry conferences, trade shows, and government procurement events where buyers, procurement officers, and other suppliers gather. 

Don’t just attend—engage! Ask questions, exchange contact information, and follow up with the people you meet. These relationships will help you get noticed and stay top of mind when opportunities arise. 

  1. Leverage the Power of Technology

Technology can be your friend as you navigate the complex world of government procurement. E-procurement platforms (like bids&tenders) keep you informed about new opportunities and help you streamline your bid management process. From tracking deadlines to automating proposal submissions, the right digital platform can save time and increase accuracy—key factors in winning contracts. 

  1. Craft Proposals That Win

Submitting a government proposal is not just about meeting basic requirements; it’s about standing out from the competition. Don’t just create a one-size-fits-all proposal, spend time to make a case for your business with a proposal that is persuasive and demonstrates why your business is the best choice. Focus on your unique value proposition—what sets you apart from competitors? Showcase how your solution directly addresses the agency's needs, whether it’s efficiency, cost savings, or innovation. 

Use your past performance on similar projects and include testimonials or references when possible. Be precise, and compliant with the RFP’s specifications, and make sure you submit everything on time. A well-prepared proposal is one of your best tools for getting noticed. 

  1. Prioritize Quality and Compliance

For government buyers, quality and compliance are top priorities. They need to know that your products or services meet stringent standards and that you have a proven track record of delivering what you promise. Be meticulous about ensuring your offerings meet all regulatory and safety standards. 

In addition, government agencies often conduct rigorous audits of their suppliers. Being fully compliant in your operations by sticking to environmental guidelines, labor laws, or cybersecurity standards can make a big difference in securing contracts. 

  1. Offer Competitive Pricing

While governments are willing to pay for value, competitive pricing is still a big motivator. Pricing too high can put you out of the running, while pricing too low can suggest lower quality. Do your due diligence and research of existing market rates to make sure you’re a fair price. Bundling your offerings, adding value-added services, and being flexible with payment terms can also work in your favor. 

  1. Learn from Feedback

Don’t be discouraged if you don’t get the contract. Reach out to the agency for feedback on where your proposal may have fallen short. This information is gold—use it to refine your strategy and improve future bids.  

  1. Be Persistent and Patient

Government contracting isn’t a “get-rich-quick” scheme. It requires time, patience, and persistence. You might not win the first few contracts you bid for, but consistency is key. Keep building your reputation as a reliable, responsive supplier, and over time, you’ll find more doors opening to larger and more frequent opportunities. 

While the steps listed above do not guarantee winning the bid, they will help elevate your business profile, increase your chances of getting noticed, and hopefully, secure those lucrative government contracts. It will take time and effort, but with the right strategy, the payoff can help your business thrive.