Top 5 Mistakes First-Time Government Contractors Make

Breaking into government contracting can open doors to stable, long-term business growth, but it’s not always a smooth start. The process has its own language, systems, and expectations that can trip up even experienced business owners. Whether you’re preparing your first bid or still exploring if this world is right for you, here are five common pitfalls to watch for, and a few ways to stay ahead of them.

1. Missing the Fine Print

Many first-time bidders lose out on opportunities because of small but costly errors: expired registrations, missing attachments, or mismatched formats.

Tip: Treat every solicitation like a test, highlight requirements, create a checklist, and double-check before submitting. Even a trusted colleague’s second review can help you catch mistakes early. The APEX Accelerator at UCEDC can also walk you through registration requirements to help ensure every detail is covered before you apply.

2. Assuming “Government” Means “Business as Usual”

Government contracts come with stricter rules than typical commercial work, especially around timelines, documentation, and compliance. Payment can also take longer than for private clients.

Tip: Before bidding, assess whether your business has the cash flow, staffing, and systems to manage a government contract. Talk with your accountant, local Small Business Development Center (SBDC), or one of the APEX Accelerator counselors at UCEDC about planning for delayed payments and scaling responsibly.

3. Bidding Blind Without Market Research

It’s easy to waste time chasing contracts that aren’t a good match. Many small businesses bid reactively rather than strategically.
Tip: Spend time on SAM.gov or your state’s procurement site researching which agencies actually buy what you sell. Review past award data to learn typical pricing, volume, and competitors. UCEDC’s APEX Accelerator team also offers market research support to help identify where your products or services are in demand.

4. Overlooking Relationship Building

Success in government contracting isn’t just about paperwork; it’s also about persistence and reputation. Reaching out to agency small business specialists, attending procurement events, or following up after submitting bids can all make a difference over time.
Tip: Look for agency-hosted outreach sessions and supplier events. UCEDC’s APEX counselors can help you prepare talking points, capability statements, and questions so you make the most of every opportunity.

5. Giving Up Too Soon

Winning a contract rarely happens on the first try. Each bid helps you understand what contracting officers are looking for and how to improve.
Tip: When you don’t win, request a debrief from the contracting agency to learn how your proposal was evaluated. The APEX Accelerator at UCEDC can help you interpret that feedback and strengthen your next submission.

Government contracting can feel complex, but with preparation, persistence, and the right guidance, it becomes a powerful growth path for small businesses. The APEX Accelerator at UCEDC offers no-cost support to help you navigate registrations, identify opportunities, and compete confidently in the government marketplace.

Learn more or request assistance at ucedc.com/apex