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How do I start a government contracting business, and is it possible with no product of my own?

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  • It is definitely possible to start a government contracting business without your own product, but it is important to choose your target market carefully.
  • Jo mentioned federal, state, and local acquisitions, but the requirements for each are different, especially for resellers.
  • A federal contracting officer will generally not award a contract to a reseller unless the reseller adds value, like inte
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Hey everyone, Jordan P. here. I'm looking to start a business specifically for government contracting, but I don't have my own product or service right now. I'm thinking about reselling products or arranging services like landscaping for federal, state, and city contracts. I've been looking at SAM.gov and saw a few sources sought notices for grounds maintenance under NAICS 561730, but it all looks like established companies. Is it even possible to build a business from scratch just to be a government contractor, essentially as a middleman or by subcontracting everything? What does a first year look like for someone trying this model?

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asked Jordan P. First-year bidder, landscaping and grounds · Jacksonville, FL · 148 rep

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It is definitely possible to start a government contracting business without your own product, but it is important to choose your target market carefully. Jo mentioned federal, state, and local acquisitions, but the requirements for each are different, especially for resellers. A federal contracting officer will generally not award a contract to a reseller unless the reseller adds value, like integrating multiple products or providing specialized installation services. State and city purchasing departments are often more open to resellers for commodity purchases, and you can find their requirements on each state procurement portal or city purchasing website. For any level, focus on building strong relationships with the companies that will perform the actual services to ensure reliable delivery.

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answered Keisha W. Verified vendor8(a) firm founder, staffing and training · Atlanta, GA · 201 rep
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Yes, it is absolutely possible to build a government contracting business from scratch without owning a product, especially by reselling or arranging services. For federal acquisitions, the process is governed by the Federal Acquisition Regulation (FAR), which outlines procedures for everything from solicitation to award. State and local government purchases follow their own procurement codes and specific guidance found on their respective procurement portals.

Many businesses start by identifying a need and then assembling the resources to meet it, rather than starting with a product. You can look at the types of services listed in sources sought notices and then build relationships with companies that can perform those services. This approach involves understanding the requirements in detail and finding reliable subcontractors. Your first year will likely involve significant time in SAM.gov to register your entity and to search for opportunities, as well as understanding the specific requirements of solicitations, like those for grounds maintenance, and building your network of potential partners. Focus on understanding the solicitation documents, particularly Section L (instructions to offerors) and Section M (evaluation factors), to align your offering correctly.

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answered Jo R. Freelance proposal writer · Denver, CO · 406 rep
Thanks, Jo, that makes sense. I've been checking SAM.gov regularly for grounds maintenance opportunities. Is there a specific type of [sources sought notice](https://govcon.forum/glossary/sources-sought/) I should look for that helps identify services needed before a formal solicitation drops? · Jordan P. ·

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Sign up to answerCite the FAR clause or procurement code where you can.

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