In 2025, the world of government contracting is full of opportunities, but winning those coveted contracts requires strategy, consistency, and a commitment to improvement. If you’ve been working towards securing government contracts and haven’t seen the success you hoped for, don’t worry – you’re not alone. Many businesses face these hurdles in the beginning. However, with the right approach, the right mindset, and some key actions, you can increase your chances of success and start winning more contracts in 2025.
In this blog, we’ll walk you through 10 essential strategies to help your business win more government contracts. We’ll cover everything from setting the right bid numbers to delegating tasks, and even the importance of working during peak seasons. Let’s dive in.
1. Play the Numbers Game Right
Government contracting is often a numbers game, but it’s not about throwing as many bids as possible out there and hoping something sticks. It’s about submitting a manageable number of high-quality bids. Based on industry insights, if you submit around 10 to 20 bids, you’re likely in the money. This number allows you to refine your process, avoid mistakes, and improve your submission quality over time. With each bid, you’ll be learning and getting closer to winning one or more contracts.
While submitting 20 bids doesn’t guarantee success, it does increase your chances and helps you become more competitive. Focus on refining your processes, learning from feedback, and improving each time.
2. Focus on RFQs vs. RFPs
When deciding between Request for Quotes (RFQs) and Requests for Proposals (RFPs), consider the time, effort, and complexity involved. RFQs are typically easier and less time-consuming compared to RFPs, which require more detailed responses, including form filling, subcontracting, and extensive pricing.
While it’s okay to start with RFQs, especially if you’re new to government contracting, don’t focus solely on them. A balanced strategy of 50% RFQs and 50% RFPs is ideal. As you gain experience, aim for an 80/20 split, dedicating most of your time to RFPs for higher-margin and longer-term contracts.
3. Don’t Give Up After 20 Bids
It’s easy to feel discouraged after submitting multiple bids without winning, but don’t give up. If you’ve submitted 20 bids without success, it’s time to reassess and implement everything you’ve learned so far. Mistakes happen, but what matters most is how you learn and grow from them. Keep pushing forward, because success is just around the corner.
4. Show Up During Peak Seasons
The government contracting industry operates on a fiscal calendar from October to September. Therefore, the third and fourth quarters (spring and summer) are the busiest times, with more bids, awards, and opportunities available. To win more contracts, you must show up and bid more during these peak seasons.
If you find yourself distracted during slower months or unable to dedicate full time, plan ahead for the upcoming peak seasons to maximize your opportunities.
5. Delegate Tasks to Focus on High-ROI Activities
As your business grows, you may find yourself overwhelmed with the day-to-day tasks of government contracting. To scale your business, it’s crucial to delegate lower-value tasks to others so you can focus on higher-ROI activities. Consider hiring a business partner, intern, or even a friend who can help with the smaller tasks, allowing you to focus on activities that directly impact your revenue, like proposal writing or responding to high-value bids.
6. Invest in a Proposal Writer
Proposal writing can be a time-consuming and challenging task, especially if you’re new to government contracting. While learning how to write proposals yourself is a great start, eventually, you may want to invest in a proposal writer who can help you craft winning bids. Hiring a proposal writer allows you to learn the ropes while getting the professional help you need to fine-tune your submissions.
7. Hire a Project Manager (PM)
As you win more contracts, managing them becomes more difficult. At some point, you may need to hire a Project Manager (PM) to handle the day-to-day management of contracts. This allows you to focus on securing new work and growing your business. A PM can handle deliverables, communicate with contracting officers, and ensure everything runs smoothly.
8. Invest in CRM and GovCon Software
As your business grows, managing client relationships and tracking your opportunities becomes crucial. Consider investing in a Client Relationship Management (CRM) system to stay organized. There are also specialized GovCon AI software and proposal tools that can help you streamline processes, track opportunities, and improve your chances of success.
9. Prioritize High-Value Contracts
When you’re bidding for government contracts, always prioritize those with the highest value. These contracts may have more competition, but they also come with larger rewards. By focusing on high-value, high-margin contracts, you’ll have a greater chance of success and build a more profitable business over time.
10. Keep Improving and Don’t Stop Learning
Winning government contracts is a journey that requires continuous improvement. Take the time to analyze each bid you submit, learn from your mistakes, and improve your processes. As you keep refining your approach and gaining experience, your chances of success will only increase.
Conclusion
Winning government contracts in 2025 is entirely possible if you focus on playing the numbers game right, learn from your experiences, and continue improving. Remember, consistency is key. By following these strategies and staying dedicated, you’ll be on your way to securing more contracts in the coming year.
Call to Action
At Snow Stag, we specialize in providing government contractors with the support they need to succeed. Whether you need proposal development services, cybersecurity solutions, or IT recruitment, we’re here to help. Contact us today to learn how we can assist you in winning more government contracts and scaling your business.
