Getting registered in SAM is an important first step in federal contracting, but it’s just that—the first step. Many businesses assume that once they’re in the system, contract opportunities will naturally follow. The reality is that federal contracting is competitive, and businesses that don’t take proactive steps after registration risk falling behind. Agencies prioritize vendors who stay engaged, update their profiles, and actively pursue opportunities.
"The businesses that consistently win contracts aren’t waiting—they’re preparing, refining their strategies, and positioning themselves for long-term success."
Yet many small businesses enter federal contracting without a clear plan beyond SAM registration. They know government contracts exist, but they don’t always know how to effectively compete. The difference between those who secure contracts and those who don’t often comes down to one thing: taking the right steps at the right time. A well-defined approach—one that includes targeted market research, proposal preparation, and strategic positioning—can mean the difference between missing out on opportunities and securing sustainable revenue from the federal marketplace.
Case Study: From Startup to Six Contracts in Nine Months
Jesse Carlow, a Navy veteran, launched Veteran’s Choice Procurement, LLC (VCP) with a clear goal—secure government contracts as a Service-Disabled Veteran-Owned Small Business (SDVOSB). He knew that set-aside contracts existed for businesses like his, but navigating the system alone was overwhelming. With no previous government contracting experience, Jesse wasn’t sure where to start.
Challenges:
☑ Needed SAM registration and SDVOSB certification
☑ Unfamiliar with the bidding process
☑ No extra staff to handle the complex paperwork
Solution:
☑ USFCR managed his SAM registration and SDVOSB certification, ensuring full compliance
☑ VCP enrolled in training with USFCR Learning Center to learn how to identify and win contracts
☑ USFCR created an Online Capabilities Statement to showcase VCP’s offerings to contracting officers
Results:
☑ Won six federal contracts in under a year
☑ Secured a partnership with Ecolab, Inc. for federal supply contracts
☑ Expanded opportunities through HUBZone certification
"USFCR handled everything—SAM registration, certifications, marketing. We focused on bidding and winning." – Jesse C, Owner & Founder
The "What’s Next?" Checklist for Contractors
☑ Renew and optimize SAM registration to stay compliant and improve visibility
☑ Update capability statements with past performance and key differentiators
☑ Schedule a "What’s Next?" call to get guidance beyond registration
☑ Explore GSA and sole-source opportunities for direct contract awards
☑ Invest in bid training and market research to improve proposal quality
☑ Stay engaged with structured email campaigns tailored to where you are in the process
☑ Use mentorship and strategy coaching to move from small business to prime contractor
The Takeaway: Keep Moving Forward
Winning contractors don’t wait for opportunities—they take action. Every day spent inactivity is a lost opportunity. Agencies prioritize vendors who stay engaged and continuously improve positioning. Businesses that stop after SAM registration fall behind.
USFCR ensures our clients don’t get stuck at registration. Our team proactively reaches out to help businesses move forward and position themselves for long-term success.
What’s Next for USFCR?
☑ Expanding thought leadership with expert guides, reports, and insights
☑ Hosting webinars and training on moving from registration to contract wins
☑ Building a stronger contractor community through USFCR networking groups
Are you ready to take the next step?
Schedule your "What’s Next?" call with USFCR today.
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