How to win your first government IT contract

The first public contract is the hardest. You have no public sector references, you don't know the buyers, and every tender seems to ask for experience you don't have yet. Here's the path most small firms take.

1. Pick a niche

"IT services for government" is too broad. Choose one kind of work you do well, such as accessible websites, Microsoft 365 support or data dashboards, and one type of buyer, such as municipalities in your province or universities. You'll find relevant tenders faster and write stronger bids.

2. Register everywhere you need to

• National and regional tender portals. See where to find government IT tenders.
• Supplier registrations for your target buyers.
• In the US, SAM.gov. In the UK, the Central Digital Platform.
• Any relevant diversity or Indigenous business directories.

3. Start below the tender threshold

Many public bodies can buy small amounts with a few quotes rather than a full tender. These are the easiest first wins. Get known by the IT teams of local buyers so you're asked to quote. See selling IT to local government.

4. Use your private sector experience

Private clients count. A website for a large non-profit or a support contract for a 200-person firm is relevant evidence. Write it up as a case study that shows why it's similar to public work.

5. Answer RFIs

RFIs cost little and get you known. See how to respond to an RFI.

6. Consider subcontracting first

Working under a larger firm on a public contract gives you real public sector experience and a reference. See subcontracting to prime contractors.

7. Bid on a few, close-fit tenders

Choose tenders where you can meet every mandatory requirement and have done very similar work. Use the bid/no-bid scorecard, and write each bid well using how to write a winning IT proposal.

8. Ask for a debrief every time

Each debrief teaches you how evaluators think. See how to ask for a debrief.

9. Deliver brilliantly

Your first public contract is your most important reference. Over-deliver, report clearly, and ask for a written reference at the end.

How long it takes

For many small firms, it's six to eighteen months from deciding to pursue public work to the first win, faster if you start with quotes and subcontracts.

Common questions

Can a new company win government contracts?

Yes, especially smaller contracts and quotes. Some tenders require years of trading or past contracts, so start with those that don't.

Do I need government experience to win a government contract?

Not always. Relevant private sector experience often counts, as long as you explain why it's comparable.

What's the easiest type of government contract to win?

Low-value purchases made by quote, and work as a subcontractor, are usually the easiest starting points.