The federal government is the world's largest buyer of goods and services, spending over $700 billion annually on contracts. State and local governments add hundreds of billions more. Yet most small businesses — including many that are perfectly positioned to serve government clients — never pursue a contract because the process seems opaque, the paperwork overwhelming, and the competition impossible to assess from the outside.
The reality is more accessible than it appears. The federal government is legally required to award a significant portion of its contracting dollars to small businesses. Set-aside programs for minority-owned, women-owned, service-disabled veteran-owned, and economically disadvantaged small businesses create dedicated contracting opportunities that exist specifically to give smaller firms a protected path to winning federal work. Georgia's state and local agencies have parallel programs.
This guide walks through the foundational steps every small business needs to take to become eligible for government contracts, the key certifications and programs that can provide competitive advantage, and practical strategies for winning your first contract.
Step 1: Get Your SAM.gov Registration Active
SAM.gov — the System for Award Management — is the federal government's primary contractor registration database. To receive a federal contract or subcontract above the micro-purchase threshold (currently $10,000), your business must be registered and active in SAM.gov. This is non-negotiable: no SAM registration, no federal contract.
Registration is free. Be aware of websites that charge fees to help you register — they are not official government sites, and many are scams or offer no value beyond what you can do yourself at sam.gov.
To register in SAM.gov you need:
- Your Employer Identification Number (EIN) from the IRS
- Your Unique Entity Identifier (UEI) — now assigned by SAM.gov itself when you initiate registration, replacing the old DUNS number from Dun & Bradstreet
- Your business legal name and address exactly as they appear in IRS records
- Banking information for Electronic Funds Transfer (EFT) — required for payment on federal contracts
- NAICS codes relevant to your business (more on these below)
Initial registration typically takes 7 to 10 business days to process and activate. Your registration must be renewed annually — if it lapses, you are ineligible for new awards until it's renewed. Many small businesses lose contracting opportunities due to a lapsed SAM registration, so set a calendar reminder well before your annual renewal date.
Step 2: Understand Your CAGE Code
The Commercial and Government Entity (CAGE) code is a five-character alphanumeric identifier assigned by the Defense Logistics Agency to entities that do business with the federal government. Your CAGE code is assigned automatically when your SAM.gov registration is processed — you don't need to apply for it separately.
Your CAGE code is used to identify your business in government procurement databases, including the Federal Procurement Data System (FPDS), the DoD supplier databases, and contract award documents. It's a fixed identifier that stays with your business as long as you maintain active registration.
On proposals and bids, you'll typically provide both your UEI and your CAGE code. Keep both accessible — solicitations and registration forms ask for them regularly.
Step 3: Select the Right NAICS Codes
The North American Industry Classification System (NAICS) organizes all business activity into standardized industry codes. The federal government uses NAICS codes to classify contracts and to define the scope of small business size standards. Your SAM.gov registration includes the NAICS codes under which you will compete for contracts.
Selecting the right NAICS codes matters for two reasons. First, government solicitations specify a primary NAICS code, and that code determines which size standard applies — your revenue or employee count must fall below that size standard to bid as a small business. Second, your registered NAICS codes appear in databases that contracting officers use when seeking small business sources, so registering under relevant codes makes you findable.
Common NAICS codes relevant to construction, property services, and environmental work include:
- 238910 — Site Preparation Contractors (excavation, grading, demolition)
- 238990 — All Other Specialty Trade Contractors
- 561720 — Janitorial Services
- 561730 — Landscaping Services
- 561790 — Other Services to Buildings and Dwellings (including pressure washing)
- 562910 — Remediation Services
- 236220 — Commercial and Institutional Building Construction
- 237310 — Highway, Street, and Bridge Construction
You can register under multiple NAICS codes. Review the size standards associated with each code — they vary, with some defined by average annual revenue and others by number of employees. The SBA's size standards table (available at sba.gov) lists current thresholds for every NAICS code.
Step 4: SBA Set-Aside Programs — Your Competitive Advantage
The Small Business Act mandates that the federal government set aside a percentage of contracting dollars for small businesses. The overall goal is 23 percent of federal prime contract spending, with sub-goals for specific categories. In practice, the government consistently meets or exceeds these goals, meaning billions of dollars in contracts are competed exclusively among small businesses and set-aside program participants.
8(a) Business Development Program
The SBA's 8(a) program is one of the most powerful set-aside programs available. Designed for small businesses owned and controlled by socially and economically disadvantaged individuals, it offers:
- Access to sole-source contracts up to $4.5 million (construction) or $7 million (manufacturing) without competition
- Set-aside competitions limited to 8(a) participants
- Mentor-protégé program matching with larger companies for teaming, capacity building, and joint ventures
- Nine-year program term (four years developmental, five years transitional)
- Business development assistance from SBA district offices
Eligibility requires that the business be at least 51 percent owned and controlled by a US citizen who is socially disadvantaged (members of certain racial/ethnic groups are presumed socially disadvantaged) and economically disadvantaged (personal net worth below $850,000, adjusted gross income below $400,000 average over three years). The application process is detailed and can take several months, but the access to sole-source contracting makes it one of the highest-value certifications available.
HUBZone Program
The Historically Underutilized Business Zone (HUBZone) program provides contracting preferences to small businesses in designated low-income, rural, or economically distressed areas. Eligibility requires that the business's principal office be located in a HUBZone, and that at least 35 percent of its employees reside in a HUBZone.
Stone Mountain, Georgia — in DeKalb County — includes HUBZone-designated census tracts. Businesses located in these areas and meeting employment requirements can certify as HUBZone small businesses and access set-aside contracts that are competed exclusively among HUBZone firms, as well as price evaluation preferences in open competitions.
The SBA's HUBZone mapping tool (available at sba.gov) shows current HUBZone boundaries. Note that boundaries are updated periodically based on census data, so verify current status for your location.
Service-Disabled Veteran-Owned Small Business (SDVOSB)
Small businesses at least 51 percent owned and controlled by service-disabled veterans can certify as SDVOSBs and compete for set-aside contracts across all federal agencies. The VA has the most active SDVOSB program (called VOSB — Veteran-Owned Small Business — for the VA's internal programs), but SDVOSB set-asides are available government-wide.
Women-Owned Small Business (WOSB) Program
The WOSB program sets aside contracts in industries where women-owned businesses are underrepresented. Small businesses at least 51 percent owned and controlled by women can certify and compete for WOSB set-asides. The list of eligible NAICS codes is extensive and includes many construction and services categories.
Step 5: State and Local Certifications — MBE, DBE, SBE
Parallel to federal programs, state and local agencies run their own certification programs with contracting preferences and participation goals. In Georgia, the most important are:
Disadvantaged Business Enterprise (DBE): The federal DBE program, administered by GDOT, MARTA, and other recipients of federal transportation funding, requires prime contractors to make good-faith efforts to include DBE subcontractors and meet DBE participation goals. DBE certification is administered in Georgia through GDOT's Office of External Civil Rights. Certified DBEs are listed in a database that prime contractors consult when building their DBE participation plans.
Minority Business Enterprise (MBE): The State of Georgia's MBE certification is administered by the Department of Administrative Services (DOAS). It certifies businesses that are at least 51 percent owned and controlled by minorities (as defined by state law) and meet size standards. MBE certification is required or preferred by many state agencies, the City of Atlanta, Hartsfield-Jackson Atlanta International Airport, and large institutional buyers including universities, hospitals, and corporate headquarters with supplier diversity programs.
Small Business Enterprise (SBE): Some agencies, including the Atlanta Airport and MARTA, have SBE programs that set aside or provide preference for small businesses meeting local size thresholds, independent of minority ownership status.
Pursuing multiple certifications maximizes the opportunities you can access. A minority-owned business in Georgia might hold federal 8(a) certification, SBA small business registration, Georgia DOAS MBE certification, GDOT DBE certification, and City of Atlanta MBE/SBE certification — each unlocking different contracting opportunities with different agencies.
Finding Opportunities: Where to Look
SAM.gov contract opportunities: All federal contract opportunities above the simplified acquisition threshold ($250,000 for most agencies) are posted at sam.gov/content/opportunities. You can set up searches by NAICS code, agency, place of performance, and set-aside type, and receive email notifications when new opportunities are posted.
Georgia's state procurement portal: The Georgia Procurement Registry (GPR) lists state agency solicitations. Access at doas.georgia.gov.
MARTA procurement: MARTA maintains its own procurement portal and publishes DBE/SBE contracting opportunities for capital projects, maintenance, and professional services.
Hartsfield-Jackson Atlanta International Airport: The airport's Department of Procurement manages a large volume of contracting activity and publishes opportunities on its website, with specific DBE/MBE participation requirements for most larger contracts.
FPDS-NG (Federal Procurement Data System): At usaspending.gov, you can research what an agency has bought in the past, from whom, at what price, and under what NAICS code. This competitive intelligence helps you understand the market before bidding.
Building Your First Win: Practical Strategy
First-time government contractors often make the mistake of targeting the largest contracts first. A better strategy for building a track record:
- Start with micro-purchases and simplified acquisitions. Agencies can buy up to $10,000 (micro-purchase) without competition and up to $250,000 through simplified acquisition procedures. These smaller contracts are faster, require less paperwork, and can establish past performance references you'll need for larger contracts.
- Pursue subcontracting first. Many large prime contractors actively seek certified small business subcontractors to meet their SB participation plans. Reach out to prime contractors who have won relevant contracts in your area. Past performance as a sub can be cited in prime bids.
- Attend industry days and pre-solicitation conferences. Agencies frequently hold these events before issuing solicitations. They're opportunities to meet contracting officers, learn about upcoming requirements, and position your firm before the competition begins.
- Use the SBA's PTAC network. Procurement Technical Assistance Centers (PTACs) offer free one-on-one counseling for small businesses pursuing government contracts. In Georgia, the Georgia Tech Procurement Assistance Center (GTPAC) serves metro Atlanta and is an excellent resource for bid review, capability statement development, and certification guidance.
At Thrare Contracting, we're an active participant in Georgia's government contracting ecosystem — registered in SAM.gov, pursuing certifications, and building a track record in property services, recycled materials, and site work for public and private clients. If you have questions about the process or want to discuss teaming opportunities, contact us.