How to Bid on Government Contracts

When submitting a bid on a government contract, it is essential to understand what the target government entity is looking for and how your company can best meet its needs.

This guide explains the basics of how to bid on government contracts and what your company needs to know to pursue government contracts for bid.

In This Article:

• What is a Government Bid?
• Different Types of Government Bids
• How To Find Government Contracts For Bid
• Questions to Ask to Prepare to Bid on Government Contracts
• The Process of Government Bidding
• Submitting a Government Bid
• Government Bid Resources

A government bid can be any bid, proposal, quote or offer made by one or more companies to do business with the government. These bids are typically for a contract for goods, services, or construction. Public entities such as federal, state, and local government agencies often issue government bids. These bids solicit competitive offers from potential suppliers so that the government can select the best possible value for the services or products it needs. If a government bid is accepted, the parties will enter into a government contract.

Government bids are typically issued through a competitive process that requires potential vendors to submit offers and qualifications in response to an invitation to bid (ITB). This process can vary depending on the government entity issuing the ITB and the type of government contract that is being proposed.

When you go to bid on a government contract, you will generally be pursuing one of two types: fixed-price contracts or cost-reimbursement contracts.

• Fixed-price contracts are used by most government agencies. These opportunities generally provide a set price for the work completed or items provided. However, governments can sometimes use an adjustable price level which could contain a ceiling price, a target price (including the target cost) or both.
• Cost-reimbursement contracts, also known as cost-plus contracts, are types of contracts where a government vendor is paid for its allowed expenses up to a set limit, plus additional payment to allow the company to profit from the work. Cost-reimbursement contracts carry additional obligations for the contractor to properly account for the costs they are seeking to be reimbursed for.

Other types of government contracts for bid can include indefinite delivery/indefinite quantity (IDIQ) contracts or time and materials (T&M) contracts. These are less common, though in certain circumstances they can make sense for both the government and the vendor.

Government contracts can be found on government websites and in market intelligence platforms like GovWin IQ that cover the entire public sector. If you are looking to find government contracts for bid, there are a few different routes you can take depending on the type of contract you are seeking. Here are three actions to consider taking:

1. Leverage market intelligence. Often contractors, agencies, and other entities post details about government contracts online, including current contract awards, sample contracts, contracting plans, contact information and other valuable data. An easy way to locate this information is to subscribe to the GovWin IQ market intelligence platform. With tools like GovWin IQ, you can quickly access information on government contracts that fit your business.
2. Use your network. Do you have friends or colleagues who have worked as government prime contractors or government subcontractors? Use them as resources for leads and insight on government subcontracting.
3. Talk to large prime contractors, particularly if you are looking to bid on a government subcontract. A small number of government prime contractors control a significant percentage of the government contracting market. Often, these primes have materials explaining how to do business with them.

When you are preparing to submit a bid on work in the public sector market, ask yourself these questions to determine how ready you are and to give yourself the best chance to win government contracts.

1. What are your company's strengths and weaknesses?
2. Where is your company most efficient and cost-effective?
3. How well known are you within your industry and with the government entities that you are trying to do business with?
4. How highly do you prioritize customer service and support, and will you be able to deliver a quality experience at all stages of the government contract lifecycle?
5. Can you demonstrate to government entities in your target market that your products or services are of the highest quality?

If the answers to some of these questions aren’t satisfactory, you may consider making the effort to improve your business capabilities or leveraging market intelligence resources to better prepare your business. Additionally, it may be a good idea to consider working as a government subcontractor or entering into a teaming agreement to become more well-established in the government contracting world before submitting a government bid on your own.

Government bids are typically issued through a competitive process that requires potential suppliers to submit their offers and qualifications in response to an invitation to bid (ITB).

The ITB outlines the scope of work, requirements, and other details of the project or contract. Potential bidders must submit their proposals, including pricing and additional required information, according to the deadline specified in the ITB.

After bids are received, government agencies review and evaluate them to determine which offer meets their needs at the best value.

Understanding Bids and Contracts

Understanding the distinction between bids and contracts is essential for any company hoping to win more government bids.

A bid is a formal offer made by a company in response to a request from a government agency, while a contract is an agreement between two parties that outlines the terms and conditions of the contract.

Understanding the differences between bids and contracts and the various types of bids and contracts is critical to ensure that all parties agree on the terms. Additionally, it is important to ensure that all contracts comply with applicable laws and regulations.

What is Sealed Bidding?

Sealed bidding is a type of procurement process government agencies use to purchase goods and services.

The process involves inviting potential suppliers to submit sealed bids in response to an invitation for bid (IFB). Government agencies review the bids and select the supplier offering the best value.

Sealed bidding is often used when purchasing commodities, such as construction materials, fuel and office supplies. It is a highly regulated process, with specific requirements and deadlines that must be followed.

Sealed bidding is popular for government agencies because it provides several advantages. This procurement process helps ensure fairness and transparency by allowing all potential suppliers to submit an offer. It also eliminates potential conflicts of interest, as the government agency does not have to negotiate with suppliers. Additionally, it allows for competition among suppliers, leading to better prices and quality products.

What is an Open Bid?

An open bid invites suppliers to submit proposals for a project or contract without prior solicitation from the government agency. Open bidding is used when the government agency does not have enough information about the project or its requirements to issue an invitation for bid (IFB).

This process allows potential suppliers to submit their offers and qualifications without restrictions. The government agency then reviews all proposals received and chooses the one that offers the best value.

Open bidding is advantageous for government agencies because it allows for a more comprehensive selection of potential suppliers. This process also helps ensure that all bidders are given a fair chance to bid on the project, eliminating potential conflicts of interest from negotiations. Additionally, open bidding can reduce the time spent on the procurement process.

Once a solicitation has been released, a government contractor must prepare its proposal to win the business. Deciding to submit a proposal is not a decision government contractors take lightly. The amount of investment needed, in terms of both time and expense, can be considerable, so if your business is submitting a bid, it needs to take the time to do it right.

Knowing how to respond to the invitation to bid or request for proposals (RFP), who to partner with if necessary, and how to articulate past experience to help secure the winning bid are all important elements in proposal preparations. Relying on fact-based information and detailed analysis is crucial: If the analysis and data is not accurate about an opportunity, vendors will be ill-prepared and less likely to respond appropriately and win the contract award.

Steps to Bid on Government Contracts

1. Select the right type of government contract for your business. Determine whether you are best suited to pursue an opportunity as a prime contractor or serve as a subcontractor on a larger opportunity.
2. Determine which socioeconomic categories, if any, fit your business. These might include designations like women-owned (WOSB), service-disabled veteran-owned (SDVOSB) or minority-owned (MOSB). Aligning with one or more of these categories can make your business more competitive on opportunities.
3. Identify the opportunities your business wishes to bid on and build relationships with the government entities with which you wish to do business.
4. Research your target project and be prepared to submit a quality bid. Make sure to arm yourself with information about the services your business can provide and gather intelligence on both the potential competition and the government that you are aiming to work with.
5. Submit a quality proposal within the given timeframe. Share relevant certifications or awards you may have, highlight your company’s expertise and put your best foot forward. Ensure your bid offers a competitive price without sacrificing quality or services.

Related Articles:

• How To Win Government Contracts
• How To Write Government Proposals

In order to bid on government contracts, you will need to know where to look for the latest opportunities, and the market information that can help your team put forward a winning proposal.

GovWin IQ is the go-to for government contractors aiming to bid on government contracts. With more than 7.1 million tracked opportunities and bid notices across U.S. and Canadian governments, GovWin IQ is helping thousands of customers find and win more business.

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