How Women-Owned Small Businesses Can Win Big in Government Contracting By: Dr. Zamora Crawford Olin, DBA, MBA

Dr. Zamora Crawford Olin is the CEO of Crawford Olin, LLC, and Founder of the GovCon Growth Lab. An expert in federal acquisitions and small business development, she helps entrepreneurs navigate and succeed in government contracting. Learn more at crawfordolin.com and connect with the GovCon Growth Lab community.

When people think of powerhouse customers, they often imagine Fortune 100 and Fortune 500 companies. But the U.S. federal government stands as the largest and most reliable customer in the world. If you're a woman-owned small business (WOSB), the doors to federal contracting are wide open. But getting through those doors and building a lasting presence requires knowledge, strategy, and a good measure of patience. In this article, we’ll walk through what government contracting is, the barriers women-owned businesses often face, and the strategies that can help you not just enter but thrive in this competitive marketplace.

Understanding the World of Government Contracting 

At its core, government contracting is the process by which federal, state, or local government agencies purchase goods and services from private companies. These purchases range from everyday office supplies to highly specialized IT systems, and everything in between (i.e., marketing, construction, management consulting, janitorial services…the list is nearly endless).

Each year, the federal government spends trillions of dollars on these contracts. Even better, a significant portion is specifically set aside for small businesses — and even more specifically, for women-owned, minority-owned, and veteran-owned firms. It sounds promising, and it is. But it's important to recognize that while the government offers incredible opportunities, they don’t hand out contracts easily! Doing business with the government is competitive, complex, and highly structured. It’s also incredibly rewarding for those prepared and have the infrastructure and stamina to compete!

The Excitement (and Pitfalls) of Starting Out in GovCon 

When you first learn about the size and stability of the federal contracting market, it’s easy to feel a rush of excitement. Many new businesses fall into the trap of thinking, “I just need to win one contract.”

This excitement can sometimes morph into eagerness to take any opportunity, even if it’s not a good fit. It’s a common misstep for many small businesses. Too often, I hear the horror stories of companies that have rushed into teaming agreements, joint ventures, or subcontracts without proper vetting, only to later find themselves exploited or overextended. 

The truth is, your woman-owned, small business status is a tremendous asset, and others know it. So, protect it! Partnerships in GovCon are like a marriage! And before you say “yes” to any partnership, contract, or opportunity, make sure you take the time to research potential collaborators and verify their past performance. At the end of the day, every agreement you enter should serve both your long-term and short-term business goals.

A First Look at the Process: How Government Contracting Really Works! So, how does a federal contract actually happen?

First, an agency identifies a need — maybe it’s new cybersecurity software, maybe it's landscaping for a government building. The agency then issues a Request for Proposal (RFP) or a Request for Quote (RFQ), inviting businesses to submit bids. Companies submit proposals explaining how they will meet the agency’s needs, how much it will cost, and why they are the right choice. 

After reviewing bids, the agency awards the contract based on multiple factors: technical ability, price, experience, and sometimes other considerations like social impact or small business participation.

No, to even be considered, your business must be registered in SAM.gov — the government’s official contractor database. You'll also want to build a strong profile in the SBA’s Dynamic Small Business Search (DSBS), where contracting officers often search for qualified vendors.

Despite the government's reputation for overspending, the federal procurement process is very structured! And, while it can seem overwhelming to a newcomer, once you understand how the agency you want to do business with buys its goods and services, the entire process becomes much easier to navigate.

Barriers to Entry: The Hurdles Many WOSBs Face 

Landing a big contract with the federal government can be a dream come true for any entrepreneur. Despite all the opportunities available, women-owned small businesses often

face barriers that others do not. For one, it can be difficult to break into established networks. Many contracts, especially those at the prime level, are awarded to businesses that already have strong relationships with agency program offices, small business liaisons, and contracting officers. As a newcomer, building trust takes time. So, you must be willing to put in the work and take the time to get to know your customer and all the stakeholders in the agency! 

Another hurdle is the complexity of the regulations. As a former Contracting Officer and fellow WOSB, I can tell you, learning the FAR (Federal Acquisition Regulation) and understanding compliance standards, and meeting reporting requirements is a lot to digest, especially for businesses new to government work. Perhaps the biggest challenge, though, is the infamous “past performance” requirement. To win contracts, agencies want to see evidence that you’ve successfully completed similar work. But how do you get experience if no one gives you a chance? Trust me, it is an age-old question that rattles each and every one of us, time and again. But, this is wear knowing and understanding the FAR works to your benefit, as the government often allows you to use your professional experience as past performance…especially if you work on the contract as “key personnel”.

Overall, none of these barriers is insurmountable. In fact, many WOSBs find their biggest breakthroughs by teaming together.

The Power of Partnerships: Stronger Together 

One of the smartest strategies for any new or growing WOSB is strategic collaboration. Partnering with another small business, particularly another WOSB, can open doors that would otherwise stay closed to companies new to the federal marketplace. Teaming agreements and joint ventures allow you to pool resources, share past performance, and pursue larger contracts you might not be able to win alone.

Preparing Your Business for Success 

Before you jump into submitting proposals, it’s important to make sure your business is ready.

Ask yourself:

• Is my business properly registered in SAM.gov?

• Is my SBA DSBS profile complete, polished, and accurate?

• Have I built a strong capability statement that tells my story clearly? • Can I demonstrate financial stability, with a DCAA-compliant accounting system if necessary?

• Do I have any private-sector/commercial experience or professional experience I can highlight? 

Winning a contract is like building a house…you need a strong foundation. If you answered “no” to any of these, that’s okay! Use these “no’s” as a starting point for creating the perfect strategy that will help win your first government contract!

Why Government Contracting Is Worth It 

Despite the hurdles, winning your first government contract can transform your small business. Government contracts, once awarded, are generally reliable; the government is required to pay small businesses promptly and on time! They offer set-asides that level the playing field for WOSBs., And perhaps most importantly, winning a federal contract can build massive credibility for any small business, opening doors not just within the government but also in the private/commercial sector.

Once you’re "in," your track record grows, your relationships deepen, and your opportunities multiply. But it all starts with your ability to build a strong infrastructure that can support a government client, and how well you can articulate who you are, what you do, and why the government should choose your small business!

Building a Legacy, Not Just a Contract

Winning a federal contract requires discipline and your ability to build a repeatable process for identifying and capturing the right contracting opportunity that you can win! It also requires relationship building, your ability to take criticism, your ability to handle rejection, learn from your mistakes, sharpening your capabilities, and showing up consistently so you can get to know the customer you want to serve!

You’re not just building a business when you pursue government work; you’re building a legacy. A legacy of women-owned excellence. A business that stands strong today and even stronger tomorrow.

Give yourself the gift of time to build a business that is ready to support the government. Give your company the tools and the resources needed so you can grow strategically. And lastly, remember to celebrate every small win.

Your seat at the table is waiting for you!

We Want to Hear from You! 

Are you just starting your GovCon journey? Have you faced some of the barriers we talked about?

We'd love to hear from you! Share your story in the comments:

• What lessons have you learned so far?
• What’s been your hardest hurdle?
• What advice would you give to another WOSB starting out?

Together, we can build a stronger, bolder future for women-owned businesses in federal contracting. 

Learn more about Dr. Zamora at www.thrivewithartie.com

Instagram: I_am_Dr_Z

Instagram: GovConGrowthLab