You've built websites for years. You know React, you know UX, you ship projects on time. Somewhere along the way you heard that the federal government needs websites built, and now you're wondering if there's real money there for a small shop like yours.

Here's what nobody tells you: every federal agency has web presence needs. Not just the Department of Defense building classified systems, but the National Park Service updating their visitor portals, the Small Business Administration maintaining their resource pages, and dozens of other agencies that need exactly what you already do. The work exists. The question is whether you're positioned to compete for it.

Who Actually Buys Web Development Services

Every federal agency maintains websites. That's not speculation, that's just how government communication works in 2025. But understanding who buys web development and how they buy it makes the difference between wasting months on dead ends and building a real federal revenue stream.

Individual agency offices post opportunities directly on SAM.gov for website redesigns, application development, and digital modernization projects. These range from small portal updates to full platform builds.

GSA (General Services Administration) manages technology contracts that agencies use to purchase IT services. When you hear about GSA Schedule contracts for IT, this is what people mean. Agencies use GSA's contract vehicles because it simplifies their procurement process.

Agency-specific modernization initiatives create ongoing demand. The Technology Modernization Fund has pushed agencies to update legacy systems, and that modernization includes front-end work on citizen-facing applications.

The opportunity isn't one massive contract. It's thousands of smaller needs spread across hundreds of buying offices, which actually plays to your advantage as a smaller shop.

The NAICS Codes That Matter

Federal contracting requires you to categorize your services using NAICS codes. For web development, you'll want to understand these:

• 541511 (Custom Computer Programming Services): This is the big one. Custom software development, application programming, web development. Federal spending under this code exceeds $5 billion annually.
• 541512 (Computer Systems Design Services): IT consulting, systems integration, infrastructure design. If you're doing more than just coding, if you're advising on architecture and integration, this code applies.
• 541519 (Other Computer Related Services): Catch-all for computer services that don't fit elsewhere. Useful as a secondary code.
• 518210 (Web Hosting and Data Processing): If you're offering hosting alongside development, this code matters.

When you register in SAM, you'll select NAICS codes that describe what you do. Choose accurately. These codes determine which opportunities you'll see and which set-asides you might qualify for based on small business size standards.

Contract Vehicles: How Work Actually Gets Awarded

Understanding contract vehicles is where most developers get lost. Here's the practical breakdown:

Direct opportunities on SAM.gov are exactly what they sound like. Agencies post requirements, contractors submit proposals, contracts get awarded. This is where smaller contracts often appear. For contracts under the simplified acquisition threshold (currently $350,000 as of October 2025), agencies can use streamlined procedures that favor small businesses.

GSA Multiple Award Schedule (MAS): GSA Schedule contracts are pre-negotiated agreements that let agencies buy from approved vendors without full competition for each purchase. Getting on a GSA Schedule takes significant effort, but it positions you for ongoing work. The IT category includes web development services.

GWACs (Government-Wide Acquisition Contracts): These are pre-competed contracts for IT services. Agencies issue task orders against GWACs to purchase specific work. The main GWACs for IT include:

• 8(a) STARS III: Set aside for SBA-certified 8(a) businesses. $50 billion ceiling.
• Alliant 2: Comprehensive IT services, large and small business tracks. $82.5 billion ceiling.
• Polaris: New small business GWAC with pools for different socioeconomic categories.
• VETS 2: Set aside for service-disabled veteran-owned small businesses.

Getting on a GWAC requires meeting specific qualifications and successfully competing during solicitation periods. These aren't entry points for brand new contractors.

Agency BPAs (Blanket Purchase Agreements): Individual agencies establish BPAs with multiple vendors for recurring needs. These can be excellent opportunities for smaller shops because they're agency-specific and often less competitive.

The Entry Strategy That Actually Works

If you're new to federal contracting, here's the realistic path:

Start with subcontracting. Large IT prime contractors need small business subcontractors to meet their subcontracting plan requirements. Federal contracts over $950,000 must include subcontracting plans with goals for work going to small businesses.

How do you find primes looking for subcontractors? SBA's SubNet database lists opportunities, and GSA's Subcontracting Directory identifies prime contractors with active subcontracting plans. Reach out directly with your capability statement highlighting what you do well.

Target simplified acquisitions. Contracts under $350,000 use simplified procedures. More importantly, contracts above $15,000 but below $350,000 must be set aside for small businesses if two or more small businesses can compete. That's federal procurement law working in your favor.

Search SAM.gov for opportunities in your NAICS codes with set-aside designations. These smaller contracts let you build past performance without competing against Lockheed Martin.

Build toward GSA Schedule later. Once you have two to three years of documented federal work (through subcontracts or direct awards), you'll have the past performance to apply for a GSA Schedule. Don't chase GSA as your first step.

Section 508: The Non-Negotiable Compliance Requirement

Every website you build for a federal agency must comply with Section 508 of the Rehabilitation Act. This isn't optional. It's federal law.

Section 508 requires that information and communication technology developed, procured, or used by federal agencies be accessible to people with disabilities. For web development, this means following WCAG 2.0 Level AA standards at minimum.

Contracting officers evaluate 508 compliance during source selection. If your proposal doesn't address accessibility, you're probably not winning the award.

The good news: if you already build accessible websites for commercial clients, you're ahead of competitors who treat accessibility as an afterthought. Make your 508 compliance capability explicit in every proposal.

Agencies may require a Voluntary Product Accessibility Template (VPAT) documenting how your deliverables meet 508 standards. Know what a VPAT is before you need to produce one.

Security Considerations

Some federal web work requires security clearances. Others don't. The distinction matters because getting cleared takes time and money.

Public-facing informational websites typically don't require clearances. Internal agency systems, applications handling sensitive data, or anything touching classified networks will require cleared personnel.

If you're seeing opportunities that require clearances and you don't have them, you have two options: pursue a subcontract with a prime that can sponsor your clearance, or focus on unclassified work while building your federal track record.

Also watch for FedRAMP requirements. If your work involves cloud services or hosting federal data, FedRAMP authorization may apply. This is a separate compliance framework from 508, and it's complex enough that most small developers partner with FedRAMP-authorized cloud providers rather than pursuing their own authorization.

What IT Modernization Actually Means for You

When agencies talk about IT modernization, they're not always describing greenfield builds. More often, modernization means:

• Updating legacy systems to work with current browsers and devices
• Migrating applications from outdated platforms
• Improving user interfaces on existing functionality
• Adding mobile responsiveness to desktop-only systems
• Integrating accessibility into systems built before 508 requirements

This is actually favorable for smaller shops. Modernization work often breaks into smaller task orders that large primes find unprofitable to pursue directly. If you're comfortable working with legacy systems and can demonstrate migration experience, that's a competitive advantage.

Leveraging Commercial Past Performance

You don't have federal past performance. Neither did any current federal contractor before their first contract.

Commercial web development work counts toward demonstrating capability. The key is framing your commercial experience in terms federal evaluators understand:

• Translate project scope into language matching federal requirements
• Document technical approaches, not just deliverables
• Show how you managed requirements changes (this happens constantly in federal work)
• Highlight accessibility compliance if applicable
• Describe your quality assurance processes

When responding to opportunities that ask for past performance references, use commercial projects but write about them like federal projects. Focus on requirements, methodology, quality control, and outcomes.

Common Mistakes to Avoid

Bidding on everything. You'll burn out. Filter opportunities by realistic win probability, not just relevance. If a solicitation requires past performance you don't have, pass.

Underpricing to win. Federal evaluators are sophisticated. An unrealistically low price raises red flags about whether you understand the work. Best value doesn't mean lowest price.

Ignoring compliance. Section 508, labor regulations (if applicable), small business representation requirements, cybersecurity standards. Missing compliance requirements disqualifies proposals regardless of technical merit.

Expecting quick wins. Building federal credibility takes one to two years minimum. The procurement cycle from opportunity to award can span months. Plan for the timeline reality.

Treating federal like commercial. Your commercial contract is not a federal contract. Federal work involves different terms, different payment structures, different reporting requirements. Invest time understanding the differences before you commit to a proposal.

Getting Started: The First 90 Days

Days 1-30: Complete your SAM registration accurately. Select appropriate NAICS codes. Write a capability statement that describes what you do in federal-relevant terms. Set up SAM.gov saved searches for opportunities in your NAICS codes.

Days 31-60: Research prime contractors in the IT space working on federal contracts. Review GSA's Subcontracting Directory. Reach out to three to five potential primes with your capability statement expressing interest in subcontracting opportunities.

Days 61-90: Submit your first proposal response to a simplified acquisition opportunity. Even if you don't win, the exercise of responding to a federal solicitation teaches you more than any reading ever will. Request debriefs on losses to understand evaluation criteria.

Federal web development work isn't quick money. It's a market entry that requires patience, compliance awareness, and realistic expectations. But for developers willing to invest the time, agencies need exactly what you already know how to build.

Speak to a USFCR Registration & Contracting Specialist to assess whether your web development business is positioned for federal opportunities and what steps will accelerate your path to contract readiness.

FAQ View full FAQ page 

Do I need a security clearance to do web development for the federal government?

It depends on the project. Public-facing websites typically don't require clearances. Internal systems, applications handling sensitive data, or classified work will require cleared personnel. Most entry-level federal web work doesn't require clearances, making it accessible to new contractors.

How long does it take to get a GSA Schedule contract for IT services?

The GSA Schedule application process typically takes 6 to 12 months from submission to award, assuming no issues with your application. However, you need documented past performance (usually two to three years of relevant work) before applying. Start with direct awards and subcontracting first.

What's the difference between NAICS 541511 and 541512?

NAICS 541511 covers custom computer programming, including web development and software coding. NAICS 541512 covers computer systems design, including IT consulting, architecture, and systems integration. If you primarily write code, use 541511. If you advise on overall system design and integration, 541512 applies.

Can I compete for federal contracts without small business certifications?

Yes. Basic registration in SAM qualifies you to bid on any open federal contract. Certifications like 8(a), WOSB, HUBZone, or SDVOSB open access to set-aside contracts with reduced competition, but they aren't required to participate in federal contracting.

How much past performance do I need to win federal contracts?

There's no minimum requirement, but evaluators assess past performance as part of source selection. Two to three relevant projects of similar scope and complexity typically demonstrate capability. Commercial work counts if framed appropriately. Start with smaller opportunities where past performance requirements are less stringent.

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