USFCR Blog

Building Government Contracting Relationships That Actually Work in 2025

Aug 12, 2025 9:00:00 AM / by USFCR posted in USFCR Academy

You can’t charm your way to a government contract in 2025, and that’s a good thing. Awards aren’t decided over coffee or based on who knows whom. Instead, they’re determined by merit, skills, and the ability to meet the requirements better than anyone else. That levels the playing field. Now, if you can prove to the right people that you’re reliable, compliant, and ready to deliver, you can compete head-to-head with larger, more established vendors.

In 2025, personal rapport with a contracting officer isn’t the ticket to a win. KOs are bound by strict regulations, protests are at an all-time high, and procurement integrity rules are enforced aggressively. In fact, the appearance of favoritism can remove you from a competition.

Primary vs Secondary NAICS Codes: What Actually Matters in SAM

Aug 5, 2025 12:00:00 AM / by USFCR posted in USFCR Academy, NAICS

What Your Primary NAICS Code Controls
Let’s start with the basics. Your primary NAICS code is the one that SAM officially ties to your registration. It defines your core business activity, determines size standards, and can impact set-aside eligibility. If you’re an SDVOSB, 8(a), WOSB, or HUBZone, the primary code must align with the opportunity you're targeting.

Find your NAICS Codes here

NSIPS Tips for Government Contractors

Jul 31, 2025 10:30:00 AM / by USFCR posted in USFCR Academy

Why NSIPS Matters More Than You Think

NSIPS is the Navy’s official personnel database. It tracks everything from training records to service history to access permissions. If your contract supports the Navy, this system can affect how your staff get onboarded, cleared, or even paid.

NSIPS stands for Navy Standard Integrated Personnel System. It’s a centralized, web-based platform used to manage the personnel records, training compliance, and administrative actions of active and reserve sailors. While it was built for military use, many contractors are now required to interface with it, especially in HR, IT, or administrative roles that support commands like NAVSEA.

Not every contractor needs access, but when NSIPS is in scope, missing steps can cause serious delays.

Negotiating Better Terms in Teaming Agreements (Without Burning the Bridge)

Jul 7, 2025 10:00:00 AM / by USFCR posted in USFCR Academy, News

If primes are reaching out to you for teaming, it means you bring something valuable. But too many small businesses say yes to the first offer, even when the terms are one-sided. If your role is unclear and the percentage is low, it might not be a partnership at all. It might just be a placeholder.

Here’s how to recognize a bad deal, negotiate a better one, and decide when it’s worth saying no.

Why Primes Want You on the Team

Federal rules give primes strong incentives to work with certified small businesses. If you're an SDVOSB, WOSB, HUBZone, or 8(a) firm, you qualify them for set-aside contracts they couldn’t pursue alone. You might also bring niche skills, past performance in a target agency, or simply a stronger proposal under FAR 15.305.

For contracts over $750,000, primes are required to submit a subcontracting plan under FAR 19.702. That’s why teaming isn’t just about capability—it’s also about compliance. When you show up with certification, experience, and availability, you’re solving three problems for the prime at once.

But when that value is met with a 3% share and no access to the proposal, it’s time to ask what you’re really getting.

What a Fair Teaming Agreement Looks Like

There’s no fixed formula, but there are patterns we’ve seen across hundreds of real contracts:

If they want your status only (with little or no work): 5 to 10% may be fair.
If you’re doing 30 to 40% of the labor: Your share should reflect that directly.
If you’re contributing to the proposal or providing past performance: You deserve input into the scope and revenue split.

If there’s no written scope of work, that’s a red flag. SBA affiliation rules (13 CFR 121.103) and FAR 52.219-14 require clear delineation of roles. Without that, you risk compliance issues—and you may get boxed out of the actual work.

How to Counter the Low Offer Without Burning the Bridge

Most primes will expect some pushback. If you come prepared, they’ll respect the approach:

“Can we walk through the labor breakdown and how the percentage was calculated?”
“Since we’re providing 40% of the staffing and technical deliverables, can we revisit the proposed share?”
“Are we able to review the proposal before submission or sign a letter of intent outlining our scope?”

You’re not demanding. You’re clarifying. That’s the difference between being a passive sub and a real teaming partner.

Jesse Carlow’s Example: Start Smart, Then Scale

Jesse Carlow launched a healthcare supply firm in Austin, Texas. With no prior contracts, he started teaming with well-established primes like Ecolab and Job Corps. He used USFCR to get certified as an SDVOSB, build a compliant profile, and access simplified acquisitions. Within nine months, he had six contracts awardedUSFCR Case Study Summar….

Teaming gave him a runway—but he knew when to switch from support role to prime.

When It Makes More Sense to Go Prime

You may not need the prime. Many small businesses win their first awards directly by targeting simplified acquisition contracts under $250,000. These are faster, less competitive, and designed for small vendors.

That’s how Jean-Max Charles landed a $65,880 VA contract just three months after registration. He used his SDVOSB status, trained weekly through USFCR Academy, and focused on contracts he could handle soloUSFCR Case Study Summar….

If you’re already doing the work, already qualified, and already known in the agency, going prime gives you full control—and full payout.

What’s Next?
Teaming works best when both parties win. If your share doesn’t match your value, it’s time to negotiate—or prepare your own bid. USFCR helps businesses do both. We’ll review teaming offers, prep counter proposals, or guide you through simplified acquisitions if you’re ready to go prime.

Let’s map out the smartest next move for your business.

FAQ
View full FAQ page

What should be in a teaming agreement?
It should include proposal responsibilities, workshare, payment terms, timelines, and protections if the bid is awarded.

What percentage should I expect?
It depends on your role. For status only, 5 to 10% is common. If you’re doing the work, your share should reflect it.

Can I say no to a teaming offer?
Yes. If the terms are vague or undervalue your contribution, a professional “no” protects your reputation and future opportunities.

How Small Businesses Can Win and Manage Letter Contracts

May 26, 2025 8:30:00 AM / by USFCR posted in USFCR Academy

Most government contracts take time to process, but some situations require businesses to start work immediately—even before the final contract is ready. That’s where letter contracts come in. These preliminary agreements authorize contractors to begin working while the full terms are still being negotiated.

Sealed Bidding in Government Contracting: A Guide for Small Businesses

May 12, 2025 10:32:57 AM / by USFCR posted in USFCR Academy, Federal Spending

Sealed bidding is one of the most structured and competitive methods used by federal agencies to award contracts. It’s designed to ensure a fair process where the lowest-priced, compliant bid wins. While it sounds simple, mastering sealed bidding requires precision, compliance, and an understanding of the process from start to finish.

Celebrating Earth Day - Green Grants Across the U.S.

Apr 22, 2025 7:00:00 AM / by Daniel Cavins posted in USFCR Academy, Hot Grants, Grants

This Earth Day, nonprofits dedicated to environmental conservation have the chance to access vital funding to further their impactful work. Grants aimed at protecting the environment are available across the country, supporting efforts to preserve natural resources and promote green initiatives. See below to explore environmental funding opportunities by state or region.

Beginner’s Guide to Government Construction Projects

Apr 21, 2025 8:00:00 AM / by USFCR posted in USFCR Academy, Guides, Industry-Specific Contracting

If you’ve been in construction for years, you already know how to manage crews, estimate jobs, and deliver results. However, when it comes to federal contracting, it might feel like a completely different world. That’s normal. Plenty of experienced business owners run into that same feeling.

Teaming vs. Subcontracting: What Every Contractor Should Know

Apr 11, 2025 8:00:00 AM / by USFCR posted in USFCR Academy, Guides

If you're in federal contracting, teaming up might be your ticket in—but only if you understand the rules of the game.

Many small businesses confuse teaming agreements with subcontracting. They both involve working with other companies. They both can help you win more contracts. But they’re not the same—and mixing them up can cost you opportunities or worse, land you in compliance trouble.

Let’s break it down.

USDA’s Foreign Agricultural Service Allocates Funds for FY26 Agricultural Trade Promotion Programs

Apr 9, 2025 8:00:00 AM / by Mari Crocitto posted in USFCR Academy, Hot Grants, Grants

The U.S. Department of Agriculture’s (USDA) Foreign Agricultural Service (FAS) has recently launched four programs to help U.S. agricultural producers promote and sell their goods internationally. This action follows U.S. Secretary of Agriculture Brook Rollins’ latest announcement to visit six international markets—Brazil, India, Japan, Peru, Vietnam, and the United Kingdom—to boost American agricultural exports and expand markets for U.S. farmers, ranchers, and producers.

Be aware that the application deadline for all four programs is June 6, 2025. Applicants can submit questions to the agency's point of contact for all four programs until May 30, 2025.