Building a Government Contracting Pipeline: From SAM.gov to Signed Contract

By Jaivin Karnani

Understanding the Government Contracting Landscape

Most small businesses approach government contracting like they’re buying lottery tickets. They scan SAM.gov, find an opportunity that looks promising, throw together a proposal, and hope for the best. When they don’t win, they conclude that government contracting “doesn’t work for small businesses” and go back to the private sector.

The Importance of a Structured Pipeline

The problem isn’t government contracting. The problem is the absence of a pipeline — a systematic process for identifying, qualifying, pursuing, and winning contracts. Companies that build a real pipeline win consistently. Companies that bid opportunistically almost never do.

Building the Pipeline with Expert Guidance

Jaivin Karnani worked with Saroj International Inc., an SBA 8(a) federal contractor, on strategy, operations and business development, where the goal is to turn the seemingly chaotic world of federal procurement into a manageable, predictable business development process. Here’s how to build yours.

Phase 1: Market Intelligence (Months 1-3)

Before you pursue a single opportunity, you need to understand the market. This phase is about research, not action.

Agency Research

• Strategic plan: Every agency publishes a strategic plan outlining their priorities for the next 3-5 years. These priorities drive procurement decisions.
• IT modernization plans: If you’re in technology, the agency’s IT strategic plan and modernization roadmap tell you exactly where they’re investing.
• Budget justifications: Agency budget requests to Congress (publicly available) show where money is being allocated and which programs are growing or shrinking.
• Current contract landscape: Use FPDS.gov and USASpending.gov to see what the agency has bought in the past 3 years in your NAICS codes — who won, contract values, contract types, and when contracts expire.

Expiring Contract Analysis

This is one of the most valuable market intelligence exercises in government contracting. Government contracts have defined periods of performance, and when they expire, the work must be re-competed (unless the agency extends through options). These re-competitions are predictable opportunities.

Competitive Analysis

Identify the companies that currently hold contracts you’d want to pursue. Analyze their strengths and weaknesses to position your business effectively.