For many new small business owners, federal IT contracting can feel overwhelming. The projects seem massive, the requirements endless, and the competition fierce. The key insight many successful contractors learn is fundamental: you don’t have to do this alone.
Your expertise matters, even if it’s narrow
Government agencies need specialists, not generalists trying to do everything. A company that excels at database management but knows nothing about network security is perfectly positioned for partnership. Finding a partner who excels in network security creates a team that can tackle broader projects neither company could handle by itself. Small companies with deep expertise in one area regularly become invaluable partners to larger firms, simply because they do that one thing exceptionally well.
If you’re looking for a partner with a specific expertise, you can find a list of qualified federal contractors at SAM.gov.
Learning the ropes is easier with a guide
Federal contracting has its own language and rules. Terms like “past performance” and “CPARS” might sound foreign initially, but they’re just part of the landscape. Partnering with someone who’s navigated the process means having a mentor who can explain why certain requirements exist and how to meet them without excessive compliance costs. This guidance can save months of research and costly mistakes.
We recommend getting involved in the GovCon community by attending industry days and tradeshows for guidance into federal contracting and networking with potential partners. Our colleagues at AFCEA and ACT-IAC put on quality federal networking events.
Shared risks = shared rewards
Large contracts can be intimidating when approached alone. As part of a team, the financial risk is shared and so is the workload. One partner might handle the management of the contract, while the other focuses on the technical solution. Companies can take the lead on phases that match their strengths while partners handle areas outside their expertise.
Building real relationships
The federal market rewards reliability and relationship-building. When partnering with established contractors, new companies gain access to expertise and established networks of contacts and reputation. This opens doors that might otherwise take years to open independently and provides credibility that comes from association with proven performers.
If you’re a new federal contractor just getting started, here are three actionable strategies you can do today to help build partnerships:
- Build a tailored capabilities statement: Create a 1-2 page flyer that includes your core competencies, technical differentiators and certifications (like 8(a), HUBZone, etc.), any relevant past performance, and your company’s NAICS codes, DUNS, UEI, and CAGE code. Then, tailor it to each contractor you’re targeting by highlighting how you complement their portfolio and fulfill any potential gaps).
- Use tools like SAM.gov and LinkedIn for personalized outreach: Aggregator websites like SAM.gov make it easy to find contractors in your desired niche and NAICS codes. LinkedIn Sales Navigator and association directories can help you build lists of contacts at small-to-mid-sized businesses and primes with active IDIQ/BPA vehicles. When you have your list identified, take the time to send highly personalized messages that highlight your shared interests or complementary capabilities and request a 15-minute introductory call.
- Leverage industry networking events: As stated above, federal contracting is relationship-driven. By attending federal industry days, matchmaking events, and agency-specific outreach events (e.g., DHS, HHS, VA, DoD), you demonstrate your company’s credibility and build brand awareness among potential partners. You can easily find these types of events through organizations such as SBA and GSA.
It’s OK to start small
Starting small doesn’t mean thinking small. Strategic partnerships allow smaller companies to compete for bigger opportunities while building their own federal contracting capabilities. New contractors bring fresh ideas and specialized skills to the table, while partners contribute experience and established relationships. The approach isn’t about dependence – it’s about strategic positioning for long-term success.
If you’re looking for a technical partner who can execute on application modernization, IT support services, cybersecurity, or AI strategic planning, connect with us today to see if we’d be a great fit. Arctic IT Government Solutions is a minority-owned, 8(a) certified Indian Small Business Economic Enterprise (ISBEE) technology company focused on serving the federal sector.
By Steve Schmidt, President and General Manager of Arctic IT Government Solutions