No Cost Market Research for State and Local Contracts

Market Research for State and Local Contracts: Finding Opportunities Beyond SAM.gov

When most small businesses think about government contracting, they head straight to SAM.gov. While it’s the official federal contracting portal, it’s only part of the picture. For state and local contracts, you need to dig deeper to find opportunities.

Here’s how to conduct effective market research for state and local contracting.

1. Why Market Research Matters

• Helps identify which agencies actually buy your products or services.

• Reveals competitor activity and pricing trends.

• Improves proposal targeting — you only pursue bids that you can realistically win.

2. Federal vs. State & Local Market Research

• Federal: Data-rich. SAM.gov, FPDS, and USAspending.gov provide detailed procurement histories, award data, and competitor insights.

• State & Local: Less centralized. Opportunities may be scattered across state procurement portals, city bid boards, and regional cooperative purchasing programs.

Tip: Always start with federal research, but don’t stop there — state and local spending is often easier to access for small businesses.

3. State Procurement Platforms

Examples of where to look:

• California: Cal eProcure

• Texas: SmartBuy and Electronic State Business Daily (ESBD)

• New York: NYS Contract Reporter

4. Local Sources

• County and city procurement websites.

• Regional cooperative purchasing organizations.

• School districts, utilities, and transportation authorities often post bids separately.

Pro Tip: Many federal, state, and local agencies also publish annual procurement forecasts — giving you a head start before the RFP is released.

5. How to Use Market Research in Proposals

• Reference an agency’s prior contracts to show familiarity.

• Tailor your pricing to match local budgets.

• Use competitor insights to highlight differentiators.

Key Points

Market research isn’t just a pre-bid task — it’s a growth strategy. Businesses that know where to look beyond SAM.gov have a major edge in state and local markets.

For more guidance on proposal strategies, see my book:

👉 Your First Government Contract

Pass-Through Risk vs. True Partnership

Pass-Through Risk: Staying Compliant with Subcontracting Rules

Teaming with SDVOSB or DVBE-certified firms can be a powerful way to win contracts — but only if it’s done correctly. Too often, businesses get into trouble by setting up “pass-through” relationships that don’t meet federal or state requirements.

Here’s how to avoid risk and build true, compliant partnerships that stand up under scrutiny.

1. What Is a “Pass-Through”?

A pass-through occurs when a certified small business (like an SDVOSB or DVBE) is listed on a proposal but doesn’t actually perform a commercially useful function. Instead, the prime does nearly all the work and uses the certified firm only to meet requirements.

Risk: This can lead to disqualification, audits, or even suspension from contracting programs.

Exceptions: There are circumstances where this is a legitimate business relationship, SDVOSB and DVBE companies that act as a reseller of products or software or routinely subcontract certain services as a normal operation of their business, for example.

2. Federal Rules: Limitations on Subcontracting

• SDVOSB Contracts: The SBA requires that SDVOSBs perform a minimum percentage of the work themselves (generally 50% for services).

• FAR Compliance: Agencies may audit workshare to ensure subcontracting limits are respected.

3. State Rules: California DVBE “Commercially Useful Function”

• Definition: A DVBE must perform a role that adds value beyond simply acting as a shell.

• Examples of compliance: Project administration, staffing support, reporting, specialized services.

• Risk: If a DVBE is just “on paper,” agencies can reject the bid and bar the prime from future opportunities.

4. Signs of a True Partnership

• Clearly defined scope of work for each partner.

• Revenue split aligned with actual labor and deliverables.

• Joint proposal development, not just signature approval.

• Ongoing role for the SDVOSB or DVBE during contract execution.

5. How to Stay Safe and Compliant

• Document all roles and responsibilities in the teaming agreement.

• Ensure certified firms contribute skills or services essential to performance.

• Avoid agreements where the small business has no staff or deliverables.

Key Points

Government agencies value partnerships — but they also scrutinize them closely. Building a true partnership with SDVOSB or DVBE-certified firms doesn’t just keep you compliant; it makes your proposal stronger and more competitive.

👉 Learn how to structure teaming-friendly proposals in Your First Government Contract.

If you are a contractor in need of an SDVOSB or DVBE contracting partner, get in touch with us today.

Optimizing Your Pricing Strategy for Government Contracts

Optimizing Your Pricing Strategy for Government Contracts: Local vs. Federal

Pricing can make or break your proposal. Too high, and you risk being non-competitive. Too low, and evaluators may question your ability to deliver. For small businesses, the challenge is even greater: how do you balance competitiveness with profitability?

The key is understanding how pricing strategies differ between federal contracts and state/local opportunities — and how to tailor your approach to each.

1. Federal: Cost Realism and Compliance

• What it means: Federal agencies scrutinize pricing for compliance with the Federal Acquisition Regulation (FAR). They don’t just look for the lowest cost — they evaluate whether your pricing is realistic and aligned with your technical proposal.

• Common mistake: Underbidding labor categories in service contracts, only to be flagged as unrealistic.

Pro Tip: Align labor rates with federal benchmarks (e.g., GSA, Bureau of Labor Statistics) and back them up with clear assumptions.

2. State & Local: Budget Sensitivity and Responsiveness

• What it means: State and local agencies are often bound by strict annual budgets. Price is a key factor, but evaluators also look at whether your proposal fits within their budget constraints.

• Common mistake: Submitting a technically strong proposal that’s priced beyond what the city or county can afford.

Pro Tip: Research the agency’s prior awards or council budgets to understand likely funding levels before finalizing your price.

3. Balancing Price and Value

• Federal: Value comes from compliance, past performance, and ability to scale.

• State/Local: Value often means practical benefits — lower administrative burden, faster implementation, or local community impact.

Pro Tip: Emphasize value in terms that match the agency’s priorities. A federal evaluator may care about compliance with FAR Part 15, while a city procurement team may care more about jobs created locally.

4. Incentives and Preferences

Pricing strategy isn’t just about numbers — it’s about how incentives affect scoring.

• Federal: SDVOSB, WOSB, and 8(a) set-asides limit competition.

• State/Local: Programs like California’s DVBE Program offer bid incentives. Even if your price isn’t the lowest, incentives can narrow the gap and help you win.

5. Avoiding the “Race to the Bottom”

Small businesses often assume they must be the lowest bidder. That’s a myth. Most government RFPs use best value scoring, meaning cost is only one part of the evaluation.

Pro Tip: Price fairly, not desperately. A balanced pricing strategy — competitive but sustainable — builds credibility and sets you up for repeat awards.

Final Thoughts

Whether you’re competing for a federal IT services contract or a county facilities maintenance contract, pricing strategy is never one-size-fits-all. Federal buyers want cost realism and compliance. State and local buyers want budget alignment and community value. The best small business contractors master both.

For deeper strategies on proposal development, see my book:

Your First Government Contract

How to Leverage Teaming Partnerships with SDVOSB & DVBE Firms

Using Teaming Partnerships with SDVOSB & DVBE Firms to Win State Contracts

In government contracting, few small businesses can go it alone. Teaming partnerships — especially with certified firms like SDVOSBs and DVBEs — can be the difference between losing a bid and securing the award.

Here’s how teaming strategies help you win more state and local contracts (and how they differ from federal teaming).

1. Why Teaming Matters

• Access to Bigger Opportunities: Small firms can pursue larger contracts by combining resources.

• Stronger Proposals: Partnering adds depth to past performance, staffing, and technical capabilities.

• Compliance & Incentives: Working with an SDVOSB or DVBE can boost your score through bid preferences or subcontracting goals.

2. State-Level Teaming Advantages

• California DVBE Program: Primes often need certified DVBE partners to meet the state’s 3% participation goal.

• Local Preferences: Counties and cities frequently award additional evaluation points for local or veteran-owned partners.

• Practical Benefit: For primes, teaming is often a compliance requirement — making DVBEs and SDVOSBs highly sought after.

3. Federal vs. State Teaming

• Federal: Structured through Mentor-Protégé Programs, Joint Ventures, or FAR Part 9 subcontracting. Emphasis on compliance and detailed agreements.

• State & Local: More flexible, with emphasis on meeting participation percentages, practical delivery, and local economic impact.

4. Keys to a Strong Teaming Agreement

• Define scope of work clearly (who does what).

• Ensure compliance with “commercially useful function” rules (especially in California’s DVBE program).

• Outline revenue splits and subcontracting percentages.

• Present the team as a seamless, integrated solution in the proposal.

5. Real-World Example

A mid-sized IT firm bidding on a $10M California Department of Transportation contract partnered with a DVBE firm. The DVBE handled project administration and compliance reporting, meeting the state’s DVBE requirement. This partnership not only boosted the prime’s evaluation score but also secured them the award over lower-priced competitors.

Key Points

Teaming with SDVOSB and DVBE-certified firms is a win-win: primes meet compliance requirements, while veteran-owned firms gain access to contracts they couldn’t secure alone. The key is building partnerships that go beyond paper compliance and create lasting business growth.

👉 For more guidance on writing teaming-friendly proposals, see Your First Government Contract, or Contact SSRJ Today.

A Government Contracting Consultant Can Accelerate Small Business Growth

Why Hiring a Government Contracting Consultant Can Accelerate Small Business Growth

Breaking into government contracting is not easy. Between navigating RFP requirements, writing winning proposals, and staying compliant with federal, state, and local rules, many small businesses feel overwhelmed. That’s where a government contracting consultant comes in.

At SSRJ Consulting, we help small and mid-sized businesses bridge the gap between opportunity and award. Here’s why working with a consultant can be the difference between spinning your wheels and actually growing your government contracting revenue.

1. What Does a Government Contracting Consultant Do?

A consultant provides expertise across the full lifecycle of contracting, including:

• Identifying the right opportunities (market research, agency targeting).

• Developing compliant and competitive proposals.

• Advising on certifications like SDVOSB and DVBE that improve competitiveness.

• Supporting contract management and performance once you win.

2. Benefits for Small and Mid-Sized Businesses

• Saves Time: Instead of learning procurement rules the hard way, you gain expert shortcuts.

• Improves Win Rate: Strong proposals, structured pricing, and compliance reviews reduce rejections.

• Expands Opportunities: Consultants can connect you with teaming partners and primes who are actively looking for SDVOSB/DVBE firms.

• Reduces Risk: Avoid costly mistakes, such as missing mandatory forms, mispricing, or failing to meet subcontracting requirements.

3. Federal vs. State/Local Focus

• Federal: Consultants help navigate FAR compliance, GSA schedules, and federal set-aside programs.

• State & Local: Consultants focus on tailoring narratives, managing forms, and leveraging incentives like California’s DVBE participation program.

👉 The best consultants help you understand which level of government is the right starting point for your business.

4. When to Bring in a Consultant

• You’re new to government contracting and don’t know where to start.

• You’ve been bidding but not winning.

• You need help with compliance or certifications.

• You’re growing fast and want to scale without missing opportunities.

Let’s Get Started

Hiring a government contracting consultant isn’t just about outsourcing proposal writing — it’s about gaining a strategic partner who can help you compete with larger firms, avoid costly mistakes, and win more contracts.

👉 Want a proven framework for writing winning proposals? See my book Your First Government Contract.

For California-based teaming opportunities, visit California DVBE Strategies.

7 Proposal Mistakes That Cost Small Businesses State & Local Contracts

7 Proposal Mistakes That Cost Small Businesses State & Local Contracts

Winning government contracts isn’t just about being the lowest bidder — it’s about submitting a clear, compliant, and persuasive proposal. Yet too many small businesses lose opportunities because of avoidable errors.

Here are seven common mistakes that can sink your state and local proposals — and how to avoid them.

1. Ignoring Formatting Instructions

Every RFP spells out submission requirements, which can often even include font size, page limits, file naming, and number of copies. Missing even one detail can disqualify you.

Fix: Create a compliance checklist before you start writing.

2. Weak Executive Summary

Agencies want to see why your solution matters quickly. Many small businesses jump straight into technical detail without explaining the benefits. I’ve watched many writers “start” with th Executive Summary because it is the first section in the proposal. What can they possibly summarize? Write the Executive Summary -last- and capture the key points about your company, the approach, your solution, and possibly the price if it is already included elsewhere in the same document. Don’t include the price if the instructions require submitting that in a separate document.

Pro Tip: Lead with outcomes — cost savings, efficiency, or community impact.

3. Overlooking Required Forms

From affidavits to subcontractor lists, local RFPs often come with multiple attachments. Missing one form can invalidate the entire proposal.

Pro Tip: For new proposal teams, assign someone to handle compliance forms separately from the narrative. Fill these early on and line them up for signatures well ahead of the due date. Be on the alert for requirements for a notarized signature - these are common in state & local solicitations, and can add some timeline.

4. Focusing Only on Price

Price matters, but state and local agencies rarely award to the cheapest bidder. They want a partner who is reliable, compliant, and trustworthy. If there is an evaluation scorecard in the RFP, review and critically analyze your competitiveness. Price is usually worth 20-35% of the scoring for a state or local contract.

Pro Tip: Show value — not just cost savings. You want to be “Better, Cheaper, and Faster” - not just “Cheaper.”

5. Generic Responses

Some businesses recycle the same boilerplate text across bids. Evaluators spot it instantly — and it signals that you don’t understand their agency’s needs.

Pro Tip: Never use a “template.” Tailor each proposal. Show you’ve read the RFP closely and understand their goals, and align the proposal to either exactly match the verbatim specifications in the RFP, or follow the RFP’s order of requirements, if not specified. AI is a powerful tool for quickly customizing commonly used blocks of content, without making the mistake of leaving some other agency’s name embedded in the text. Oops!

6. Ignoring Local Preferences

Many states and municipalities offer evaluation incentives. For example, California agencies apply bid incentives for DVBE-certified firms. Missing these opportunities leaves points on the table.

Pro Tip: Research incentive programs and thoroughly review the RFP for the same before writing.

7. Not Proofreading

Typos, inconsistent formatting, or sloppy graphics suggest a lack of professionalism. Evaluators may assume your performance will be equally careless.

Pro Tip: Always build in time for a final review. I typically conduct three full revisions of the proposal: an outline, a first draft (which includes a rough approach and answers), a second draft (with narrative content), and a final draft that focuses solely on completing formatting, pagination, and paragraph numbering.

Final Thoughts

Avoiding these mistakes doesn’t guarantee a win, but it does keep you competitive. Small businesses that submit clean, compliant, and tailored proposals often outperform larger firms. If you need assistance, editorial help, or guidance getting started, connect with us today.

For a full step-by-step guide to building winning proposals, check out my book:

👉 Your First Government Contract

How to Write Winning State and Local Government Proposals

How to Write Winning State and Local Government Proposals (and How It Differs from Federal)

For small and mid-sized businesses, government contracting can open the door to steady growth. But here’s the catch: writing proposals for state and local agencies is not the same as writing for the federal government. Each level has its own rules, evaluation style, and even unspoken expectations.

Understanding these differences can be the deciding factor between winning and losing your next contract.

1. Formatting: Federal Rigid, State/Local Flexible

• Federal Proposals

  Federal solicitations usually follow the Federal Acquisition Regulation (FAR). They come with strict templates, section requirements, and formatting rules. Something as small as exceeding a page limit or mislabeling an appendix can disqualify your bid.

• State & Local Proposals

  State and municipal agencies vary widely. One RFP may want a simple 10-page narrative; another might require dozens of forms, affidavits, and certifications. They tend to be less rigid than federal proposals but often more inconsistent.

Pro Tip: Never assume you can recycle the same template. Federal proposals demand exact compliance; state and local proposals reward flexibility while still punishing missed details. In practice, I use a lot of common content from one proposal to the next, but think of this as more of a “code block” - not a “template.” AI is a great tool for making quick customizations to the pre-written paragraphs

2. Evaluation: Technical Scoring vs. Practical Fit

• Federal

  Federal agencies evaluate proposals against a published scoring system. Every requirement is graded, and “best value” often means balancing technical quality with price. Past performance is heavily weighted, and reviewers usually have deep procurement experience.

• State & Local

  Evaluations can be less formal. City councils, county boards, or local procurement teams may place a stronger emphasis on clarity, practicality, and alignment with community goals. Subjective impressions — such as trustworthiness or ease of working with you — often matter as much as technical scoring.

Answering the requirements by parroting back that the bidder will comply with the requirement is easy to do - but ensure the opportunity is truly a fit for the company.

Pro Tip: For local proposals, write in plain, clear language. Show how your solution directly benefits the agency and its community — not just that you can deliver the scope.

3. Relationships: National Past Performance vs. Local Visibility

• Federal

  At the federal level, proposals live and die by documented past performance (CPARS, references, and subcontract history). Relationships play less of a role in evaluation.

• State & Local

  Relationships matter more. Pre-bid conferences, vendor outreach events, and even informal connections with procurement officers can influence the evaluator’s confidence in your business.

Pro Tip: Invest time in local networking. Many state and city agencies prefer to award contracts to businesses they know and trust.

4. Scoring Incentives: Federal Set-Asides vs. Local Preferences

• Federal

  Programs like SDVOSB, 8(a), HUBZone, and WOSB offer dedicated set-asides and evaluation advantages.

• State & Local

  Incentives vary by jurisdiction. For example, California’s Disabled Veteran Business Enterprise (DVBE) Program awards bid incentives and requires prime contractors to meet DVBE subcontracting goals. Many counties and cities also apply local vendor or minority-owned business preferences that can tip the scales in close competitions.

Pro Tip: Always research the specific preferences in your target market. A two- or five-percent scoring boost can be the edge that wins the award.

Key Takeaways

Winning government contracts requires adapting your strategy. Federal proposals reward strict compliance and technical depth. State and local proposals reward clarity, relationships, and alignment with community values.

If you want a deeper step-by-step guide to mastering proposal writing, check out my book:

👉 Your First Government Contract

Competitive Analysis Using Porter’s Five Forces

How to Conduct a Competitive Analysis Using Porter’s Five Forces

Every successful business strategy begins with a clear understanding of the competitive landscape. Whether you're launching a new product, entering a contract market, or preparing a government proposal, a competitive analysis provides insight into your position and your risks.

At SSRJ Consulting, we apply classic MBA frameworks like Porter’s Five Forces to help our clients conduct a deep analysis of competition in federal, state, and commercial markets.

This article breaks down how to use Porter’s model for competition analysis, especially in government contracting, where policy, procurement rules, and price sensitivity shape market forces.

What Is a Competitive Analysis?

A competitive analysis is a structured review of external forces that influence your company’s ability to compete. It considers:

• Who your direct and indirect competitors are

• What advantages or threats do they pose

• How market forces shape pricing, margins, and win probability

A well-executed analysis of competition supports smarter bidding, better teaming, and clearer differentiation.

Using Porter’s Five Forces for Competition Analysis

Developed by Harvard Business School professor Michael E. Porter, the Five Forces model provides a powerful framework for analyzing the intensity of competition and the profit potential within an industry.

Let’s apply each force to the world of government contracting and small business strategy.

1. Competitive Rivalry

This force assesses the number and strength of competitors in your market.

In Government Contracting:

• How many vendors are bidding on similar opportunities?

• Are incumbents entrenched with strong past performance?

• Are competitors undercutting prices to win?

SSRJ Insight: Use RFP archives, award databases (like FPDS), and teaming announcements to map competitor behavior. Analyze past awards, NAICS code overlap, and pricing patterns.

2. Threat of New Entrants

This force examines how easy it is for new competitors to enter the market.

In Government Contracting:

• Are barriers to entry high or low in your niche?

• How hard is it to get a GSA Schedule or federal certification?

• Are large primes expanding into your territory?

SSRJ Insight: Entry barriers may be low in professional services, but higher in regulated or capital-intensive contracts (e.g., cybersecurity, construction). Certifications like SDVOSB or DVBE can be strategic barriers to entry—protect them.

3. Bargaining Power of Suppliers

Suppliers affect your cost structure and delivery capability.

In Government Contracting:

• Are you relying on expensive or niche subcontractors?

• Do your software, data, or labor vendors have pricing leverage?

• Are small primes at risk of squeezed margins due to partner dependencies?

SSRJ Insight: Create flexible teaming structures and develop backup vendors to reduce supplier concentration. Track subcontractor rates and prepare justification memos when they fluctuate.

4. Bargaining Power of Buyers

This force reflects how much influence buyers (government agencies) have over your pricing and service delivery.

In Government Contracting:

• Are solicitations mostly LPTA (Lowest Price Technically Acceptable)?

• Do agencies require GSA or schedule-based pricing?

• Can buyers easily switch to another vendor?

SSRJ Insight: Build long-term relationships, invest in CPARS scores, and differentiate with service value—not just cost. Use bid/no-bid matrices that consider buyer behavior and procurement patterns.

5. Threat of Substitutes

Substitutes are alternative solutions that can fulfill the same need differently.

In Government Contracting:

• Could the agency insource your service?

• Is AI or automation replacing manual labor?

• Are larger primes bundling services and crowding out niche vendors?

SSRJ Insight: Monitor technology trends, stay updated on agency modernization plans, and develop value propositions that emphasize speed, flexibility, and veteran/small business advantages.

Putting It All Together: Strategic Takeaways

A complete competitor and competitive analysis using Porter’s Five Forces helps government contractors:

✅ Avoid red ocean bidding wars
✅ Choose smarter teaming strategies
✅ Position as indispensable to agencies and primes
✅ Justify pricing and technical approaches with confidence

At SSRJ Consulting, we apply these principles to help veteran-owned, small, and emerging contractors win more and waste less.

Need Help Analyzing the Competition?

Whether you're planning a proposal, developing a GSA strategy, or entering a new NAICS code market, we can help you assess the landscape and act strategically.

📞 Contact SSRJ Consulting today for a competitive analysis tailored to your contracting goals.

SDVOSB vs DVBE

SDVOSB vs DVBE: Which Certification Fits Your Strategy?

SDVOSB and DVBE certifications both help service-disabled veterans compete in government contracting, but they apply to different jurisdictions and come with different benefits.

Whether you're a veteran business owner or a prime contractor looking for a qualified partner, knowing the difference is key.

What Is an SDVOSB?

An SDVOSB (Service-Disabled Veteran-Owned Small Business) is a federal certification issued by the U.S. Small Business Administration (SBA) through the VetCert program.

Key Benefits:

• Set-aside and sole-source contract eligibility

• Applies across all federal agencies (DoD, VA, GSA, DHS, etc.)

• Required for VA’s Vets First Contracting Program

• Can subcontract to fulfill the prime contractor's small business goals

What Is a DVBE?

A DVBE (Disabled Veteran Business Enterprise) is a California state-level certification issued by the Department of General Services (DGS).

Key Benefits:

• Applies to California state and local contracts

• Set-aside and incentive programs (e.g., 3% participation goals)

• Used by agencies, school districts, and cities across California

• Often required for prime contractors bidding on California RFPs

Which One Should You Pursue?

Feature	SDVOSB (Federal)	DVBE (California)
Jurisdiction	Federal (VA, DoD, GSA, etc.)	California state and local
Certifying Body	SBA (VetCert)	California DGS (OSDS)
Use Cases	Federal set-asides, subcontracts	State incentives, DVBE goal fulfillment
Ideal For	National federal contractors	California-based contractors and resellers

Tip: Many veteran-owned businesses choose to pursue both to maximize opportunities at all levels of government.

How SSRJ and CalVetDVBE Can Help

• SSRJ Consulting is a federally certified SDVOSB, offering:

  • Micro-purchase pass-throughs

  • Subcontracting and small prime work

  • Proposal writing and compliance support for federal contracts

• California Veteran DVBE Strategies LLC is a state-certified DVBE, offering:

  • Certified DVBE teaming

  • Software and data reseller pass-throughs

  • Proposal support for state bids and forms

Together, we provide a dual-certified advantage to prime contractors and agencies needing both federal and state veteran business participation.

Need an SDVOSB or DVBE Partner?
SSRJ and CalVetDVBE offer certified support for both federal and California projects.
📞 Let’s team up and help you win. Contact us today.

Waterfall vs Agile Project

Waterfall vs Agile Project Management in Government Contracts

Project delivery in the federal space demands precision, structure, and accountability. That’s why choosing the right project management methodology—Waterfall or Agile—can impact not just execution, but also compliance and contract performance.

Let’s explore the key differences and how SSRJ Consulting helps contractors and agencies align their approach with the contract type.

Waterfall: Sequential and Structured

The waterfall model follows a linear process:

1. Requirements

2. Design

3. Implementation

4. Testing

5. Deployment

It’s ideal for:

• Firm-fixed-price contracts

• Defined scopes and deliverables

• Agencies like VA, DoD, or GSA with heavy documentation needs

Pros:

• Clear timelines and phase gates

• Easy to measure progress and costs

• Familiar to most procurement officers

Cons:

• Not responsive to change

• Can delay the delivery of usable features

Agile: Iterative and Responsive

Agile project management uses short development cycles ("sprints") and frequent client feedback to drive continuous improvement.

Agile fits well with:

• Evolving requirements (e.g., software, data, modernization)

• Time & materials contracts

• Agencies adopting DevSecOps or cloud-native tools (e.g., DHS, HHS)

Pros:

• Early delivery of usable components

• Flexibility to adjust mid-project

• Higher engagement from stakeholders

Cons:

• Requires mature project teams

• Can be misaligned with traditional contract clauses

Choosing the Right Methodology for Government Projects

There’s no universal answer. The choice often depends on:

• Contract type

• Agency culture and processes

• Your internal delivery capability

In some cases, a hybrid approach—structured documentation with agile execution—provides the best of both worlds.

How SSRJ Consulting Helps

At SSRJ Consulting, we help government contractors and agencies:

• Match the right methodology to contract types

• Prepare PM plans aligned with RFP requirements

• Support agile and waterfall delivery models

• Ensure compliance with FAR, CMMI, and internal controls

Whether you're proposing a traditional waterfall work plan or scaling agile methods to government compliance, we ensure your approach is defensible, auditable, and effective.

Need Help Structuring Your Project Plan?
SSRJ Consulting supports agile, waterfall, and hybrid PM strategies tailored to federal contract environments.
📞 Let’s talk about aligning your approach with your next RFP.

California DVBE Certification

California DVBE Certification: What You Need to Know

California’s Disabled Veteran Business Enterprise (DVBE) program helps service-disabled veteran-owned businesses compete for state and local government contracts. Many state agencies are required to award at least 3% of their contracts to certified DVBEs.

If you're a California-based veteran-owned business, DVBE certification can be a game-changer. Here's how to qualify—and where to get help.

Who Qualifies for California DVBE Certification?

To be certified as a DVBE by the California Department of General Services (DGS), your business must:

• Be at least 51% owned by one or more disabled veterans

• Be domiciled in California

• Have disabled veterans managing day-to-day operations and long-term decisions

• Meet California’s small business size standards.

• Have a service-connected disability verified by the U.S. Department of Veterans Affairs or the DoD (most often evidenced by the business owner receiving a VA compensation check every month).

Certification is managed by DGS’s Office of Small Business and DVBE Services (OSDS).

Why DVBE Certification Matters

DVBE certification allows your business to:

• Compete for set-aside contracts with state agencies, school districts, and local governments

• Receive bid incentives when competing for non-set-aside contracts

• Partner with prime contractors seeking to meet DVBE subcontracting goals

• Be listed in the official California DVBE directory, used by buyers and primes

Where to Get Help with DVBE Certification

Our sister company, California Veteran DVBE Strategies LLC, specializes in helping veteran-owned businesses:

• Apply for DVBE certification in California

• Position their businesses for teaming opportunities

• Act as a certified DVBE subcontractor for prime contractors across the state

• Support RFP compliance with DVBE documentation and forms

They also provide DVBE reseller and pass-through services for software, data, and professional services.

Need Help with California DVBE Certification?
Visit CaliforniaVeteranDVBE.com to start the certification process, join a bid team, or find a qualified DVBE partner.

How to Get on the GSA Schedule

Getting listed on the GSA Schedule opens the door to billions of dollars in federal sales opportunities. It’s one of the most powerful ways to make your products or services available to federal buyers, with fewer procurement delays and faster purchase cycles.

How to Get on the GSA Schedule

If you're wondering how to get on the GSA Schedule, know that it's a formal and competitive process. SSRJ Consulting helps small businesses navigate every step, from readiness to final submission.

What Is the GSA Schedule?

The General Services Administration (GSA) manages a government-wide contract vehicle called the Multiple Award Schedule (MAS)—commonly known as the GSA Schedule.

Every federal agency uses it to streamline purchases of:

• Professional services

• IT solutions and cybersecurity tools

• Training, logistics, and business support services

• Software and hardware

Being on the Schedule means faster awards, increased credibility, and access to long-term federal buyers.

Step-by-Step: How to Get on the GSA Schedule

• Assess Eligibility

  • At least 2 years in business

  • Proven past performance

  • Commercial pricing history and financial stability

  • Products/services must align with GSA Special Item Numbers (SINs)

• Prepare Your Proposal

  • Administrative section (SAM registration, TIN, DUNS/CAGE)

  • Pricing disclosures (Commercial Sales Practices format)

  • Technical proposal (corporate experience, quality controls, past performance narratives)

• Submit through eOffer

  • Upload documents to GSA’s secure portal

  • Respond to clarifications and compliance checks

  • Prepare for possible negotiation and pricing discussions

GSA Schedule Experts for Small Businesses

We offer complete GSA Schedule application services, including:

✅ GSA Readiness Evaluations – We assess whether you’re a strong candidate for MAS approval
✅ Proposal Development – We write and organize your entire submission
✅ Pricing Strategy – We help you price competitively while protecting your margins
✅ Compliance Support – We respond to GSA clarifications and keep your file audit-ready

Our focus is on helping SDVOSBs and small business federal contractors gain contracting access through the GSA Schedule.

Want to Get on the GSA Schedule?
Let’s evaluate your potential and build a proposal that stands out.
📞Contact SSRJ Consulting today for a free GSA readiness review.

Pricing Strategies for Government Contractors

Pricing Strategies for Government Contractors

In government contracting, pricing is a critical factor, not just for winning the bid but for sustaining long-term performance. Set your price too low and risk a loss. Too high, and you're eliminated on cost. The key is finding the balance between compliance, competitiveness, and profitability.

Here’s how SSRJ Consulting helps contractors master their government pricing strategy.

Understand the Contract Type

Different contract vehicles require different pricing mindsets:

• Firm-Fixed-Price (FFP): Minimize risk with careful cost analysis and built-in contingencies

• Time & Materials (T&M): Justify labor rates and ensure realistic hours

• Cost-Reimbursement: Emphasize indirect rate structures and past performance

Knowing your contract type shapes the foundation of your pricing model.

Build a Realistic Cost Structure

Your cost proposal should include:

• Direct labor by labor category

• Fringe, overhead, G&A, and profit markup

• Escalation assumptions over multi-year periods

• Subcontractor pricing with backup data

Government buyers expect to see detailed breakdowns, especially in cost-reimbursable or GSA proposals.

Comply with Federal Guidelines

Stay compliant with:

• FAR Part 15 pricing rules

• Cost Accounting Standards (CAS), if applicable

• GSA disclosure requirements like Commercial Sales Practices (CSP) and Price Reduction Clause (PRC)

Avoid disqualification by aligning with the agency’s cost realism and pricing evaluation criteria.

Don’t Underprice—Position

Government buyers look for the best value, not just the lowest cost. Use your pricing strategy to show:

• Why does your solution reduce risk or save time

• What efficiencies or innovations support your rate

• How your small business status creates indirect value (e.g., SDVOSB, DVBE incentives)

Strategic Pricing Support

At SSRJ, we help small and veteran-owned contractors:

• Analyze RFP pricing instructions and scorecards

• Develop competitive rate sheets and cost narratives

• Align proposals with indirect rate structures

• Price GSA and federal bids for sustainability, not just wins

Need Help Pricing Your Next Federal Proposal?
SSRJ Consulting provides compliant, competitive pricing strategies that help contractors win profitably.
📞 Let’s build your next cost proposal together.

Service-Disabled Veteran-Owned Small Business Explained

A Service-Disabled Veteran-Owned Small Business (SDVOSB) is a company that is at least 51% owned and controlled by one or more veterans with a service-connected disability. The federal government created this designation to ensure that disabled veterans have meaningful opportunities to participate in government contracting.

Under SBA’s VetCert program, certified SDVOSBs are eligible for set-aside and sole-source federal contracts across nearly every agency.

Who Qualifies as an SDVOSB?

To be recognized as an SDVOSB by the federal government, your business must meet these criteria:

• 51% veteran ownership by one or more service-disabled veterans

• The veteran(s) must control daily operations and long-term decisions

• Your business must be classified as “small” under SBA size standards

• You must be certified by the SBA through the Veteran Small Business Certification (VetCert) portal

This certification is required for eligibility on VA contracts (under Vets First) and is increasingly requested in solicitations from DoD, DHS, GSA, and other federal agencies.

Why It Matters in Government Contracting

SDVOSBs benefit from:

• 3% of federal contracting dollars are reserved annually

• Sole-source awards up to $5 million for manufacturing and $4.5 million for services

• Set-aside contracts exclusive to SDVOSBs

• Strong subcontracting demand from large primes needing to meet small business goals

Whether you’re aiming to prime small federal awards or join a teaming agreement, SDVOSB status provides a significant advantage in competitive acquisitions.

A Certified SDVOSB You Can Partner With

At SSRJ Consulting, we don’t just help other veteran-owned businesses—we are one.

We are a federally certified SDVOSB and a ready partner for:

• Micro-purchase and simplified acquisition pass-throughs

• Subcontracting on larger proposals

• Serving as a small prime on professional services, compliance, and technical scopes

• Supporting agencies with quick-turn SDVOSB contract fulfillment

Whether you're an agency seeking to meet SDVOSB goals or a prime contractor needing a qualified teaming partner, SSRJ delivers SDVOSB compliance with speed and professionalism.

Looking for a Certified SDVOSB?
Let’s work together on your next federal opportunity. SSRJ Consulting is ready to support VA, DHS, and DoD buyers as a verified SDVOSB small business.
📞 Contact us today to discuss your contracting needs.

California DVBE Certification

The Disabled Veteran Business Enterprise (DVBE) program in California helps service-disabled veteran entrepreneurs win public contracts by offering bid incentives, set-aside opportunities, and preferred vendor status with state agencies.

If you're a veteran-owned business in California, pursuing California DVBE certification can give you a strategic edge in state and local contracting.

California DVBE Certification

Who Qualifies for DVBE Certification?

To qualify, a business must:

• Be at least 51% owned by one or more disabled veterans

• Have daily operations and long-term decisions controlled by a disabled veteran

• Be domiciled in California

• Be independently owned and operated

• Meet the size standards for a “small business” under California law

Certification is managed by the California Department of General Services (DGS) through its Office of Small Business and DVBE Services (OSDS).

Why It Matters

State agencies and many public entities are required to award at least 3% of their contract dollars to certified DVBEs. This includes:

• Construction and engineering contracts

• IT, software, and professional services

• Local government and education agency opportunities

Certified DVBEs can also benefit from contractor incentives, scoring advantages, and subcontractor partnerships with larger primes.

Need A California DVBE Partner?

Our sister company, California Veteran DVBE Strategies LLC, specializes in:

• Meeting DVBE Set-Aside Requirements for Prime Contractors

• Developing DVBE-Supported Proposals

• Preparing for participation as a DVBE subcontractor on major public contracts

They also serve as an active DVBE subcontractor for agencies and prime contractors across California.

For California DVBE support, we refer clients to our trusted partner at californiavetdvbe.com.

📞 Visit them today to start your DVBE journey.

How to Get a GSA Schedule

Getting on the GSA Schedule is one of the most effective ways for small businesses to sell to federal agencies. But the application process is complex and time-consuming without the right strategy.

Here’s how it works—and how SSRJ Consulting can guide you from assessment to award.

Get a GSA Schedule

Step 1: Know What a GSA Schedule Is

A GSA Schedule (also called a Multiple Award Schedule or MAS contract) is a government-wide IDIQ contract vehicle awarded by the General Services Administration (GSA). It allows federal buyers to purchase commercial products and services directly—often without lengthy competition.

With more than $40 billion in annual sales through GSA Schedules, this is a major opportunity for qualified vendors.

Think of a GSA Schedule as more of a “hunting license” and not a store in a shopping mall with a lot of foot traffic. A GSA schedule is a convenient method to “sell” to a federal buyer, but the GSA contract holder still needs to do the “marketing” and “selling.”

Step 2: Make Sure You Qualify

Before you apply, you must meet these minimum requirements:

• 2+ years in business

• Past performance with federal, state, or commercial clients

• Financial stability (profitable)

• Commercial pricing and discounting practices

• Relevant NAICS codes that match a GSA “Special Item Number” (SIN)

Step 3: Prepare the Proposal Package

A GSA Schedule proposal includes:

• Administrative documents (SAM, financials, corporate structure)

• Pricing disclosures and commercial sales practices

• Technical proposal with corporate experience and past performance narratives

• Digital upload through GSA eOffer system

Most companies underestimate the volume of work and get rejected due to incomplete or non-compliant submissions.

SSRJ Can Help You Get a GSA Schedule Award

At SSRJ Consulting, we offer a full-service approach to GSA Schedule acquisition:

✅ Eligibility Review – We assess if your company meets GSA’s baseline requirements
✅ SIN & Contract Strategy – We match your offerings to the right GSA categories
✅ Proposal Development – We write and format all narratives, pricing, and disclosures
✅ Submission Support – We guide you through eOffer and respond to GSA clarifications

Our clients include SDVOSBs, small businesses, and established vendors in professional services, IT, training, and analytics.

Ready to Pursue a GSA Schedule Contract?
Let SSRJ Consulting evaluate your GSA potential. If you're a fit, we’ll help you submit a compliant, compelling proposal package.

📞 Contact us today for a free GSA readiness review.

Agile Project Management vs Waterfall

In government contracting, the right project management method can determine whether your deliverables hit the mark—or fall behind. Two dominant approaches are Agile and Waterfall, and each has strengths depending on your contract type, agency expectations, and team structure.

Agile Project Management vs Waterfall

Waterfall

Predictable and Structured

The waterfall model is linear. It breaks projects into fixed phases: requirements, design, implementation, testing, and delivery.
It’s ideal for:

• Firm-fixed price contracts

• Regulatory-driven environments

• Clearly defined scopes with minimal changes

Pros:

• Clear documentation

• Easy to manage timelines and budgets

• Well-suited to procurement-heavy government agencies

Cons:

• Rigid once development begins

• Poor adaptability to changes mid-project

Agile Project Management

Flexible and Iterative

Agile delivers value in short cycles, known as “sprints.” It encourages regular stakeholder feedback and adapts to change.

Best for:

• Evolving project requirements

• Research & development efforts

• Agencies embracing modernization or DevSecOps

Pros:

• Continuous improvement

• Faster feedback and course correction

• Greater client collaboration

Cons:

• Requires mature project teams

• Not always compatible with rigid procurement rules

Which Should You Use?

Federal agencies are increasingly adopting Agile methodologies, particularly in IT modernization and cloud projects. But Waterfall still dominates in construction, logistics, and fixed-scope deliverables.

Tip: Consider a hybrid model—Agile for internal workflows, Waterfall for contractual compliance.

Need Help Managing Your Government Contract Project?
SSRJ Consulting supports SDVOSBs and small businesses with project management aligned to government standards—whether Agile, Waterfall, or hybrid.

Let’s streamline your next project. Contact us today.

What Is an SDVOSB?

SDVOSB stands for Service-Disabled Veteran-Owned Small Business, a federal certification that gives eligible veteran-owned companies access to exclusive set-aside and sole-source contracts. The SBA manages certification through its Veteran Small Business Certification (VetCert) program.

To qualify:

• 51% or more owned and controlled by one or more service-disabled veterans

• Daily operations and long-term decisions are managed by the veteran

• Small business under SBA size standards

What Is an SDVOSB?

SDVOSBs in VA, DHS, and DoD Contracting

Three federal buyers lead the way in awarding contracts to SDVOSBs:

🏥 U.S. Department of Veterans Affairs (VA)

The VA is required by law (38 U.S.C. 8127) to prioritize SDVOSBs and VOSBs under its “Vets First” program. This makes SDVOSB status essential for VA contracting—even above other small business preferences.

🛡 U.S. Department of Homeland Security (DHS)

DHS actively uses SDVOSB set-asides for IT, security, program management, and disaster response services. Fast-moving awards and mission-critical needs make SDVOSB agility a plus.

⚙ U.S. Department of Defense (DoD)

The DoD awards billions annually to SDVOSBs through primes, subcontracting, and OTAs. Agencies like the Army, Navy, and Air Force often seek SDVOSBs for logistics, systems support, and professional services.

SSRJ Consulting: Certified SDVOSB Support for Micro-Purchases and Small Awards

SSRJ Consulting is a verified SDVOSB and active federal contractor. We help VA, DHS, and DoD buyers meet SDVOSB participation targets through:

• Micro-purchase pass-throughs (ideal for sub-$250K {annual} awards)

• Small contract prime support for well-defined scopes

• Responsive teaming for larger agency-driven initiatives

• Procurement-ready documentation (SAM, SBA VetCert, DUNS, Cage Code, NAICS)

We specialize in program support, proposal development, data analytics, and technical services—and we move fast when deadlines matter.

Need SDVOSB Coverage for an Upcoming Award?
SSRJ Consulting supports VA, DHS, and DoD programs with certified SDVOSB passthrough and prime contracting options.
📞 Let’s discuss your procurement needs—contact us today

Service-Disabled Veteran-Owned Small Business (SDVOSB)

What Is a Service-Disabled Veteran-Owned Small Business (SDVOSB)?

A Service-Disabled Veteran-Owned Small Business (SDVOSB) is a federally recognized small business that is at least 51% owned and controlled by a veteran with a service-connected disability. These businesses are eligible for set-aside and sole-source federal contracts, playing a critical role in supporting veteran entrepreneurship in the public sector.

The U.S. government is committed to awarding at least 3% of all federal contract dollars to SDVOSBs every year.

SDVOSB Certification Requirements

To qualify as an SDVOSB, a company must:

• Be a small business under applicable NAICS size standards

• Be at least 51% owned and operated by one or more service-disabled veterans

• Have day-to-day operations managed by a service-disabled veteran

• Be certified through SBA’s Veteran Small Business Certification Program (VetCert)

👉 Apply here: veterans.certify.sba.gov

Once approved, SDVOSBs are listed in the Dynamic Small Business Search (DSBS) and are eligible for participation in SDVOSB set-aside and sole-source contracts.

Why Work with an SDVOSB?

There are several strategic reasons agencies and prime contractors seek out SDVOSBs:

Competitive Advantage

SDVOSB set-asides reduce competition and increase the chance of an award for qualified vendors.

Teaming Value

Primes benefit from teaming with SDVOSBs to meet small business subcontracting goals and qualify for SDVOSB points in proposal evaluations.

Mission Alignment

Supporting SDVOSBs honors the federal government’s commitment to veteran entrepreneurship and the inclusion of service-connected veterans.

SSRJ Consulting: A Certified SDVOSB Proposal Partner

SSRJ Consulting is a certified service-disabled veteran-owned small business (SDVOSB) that assists other federal contractors in achieving success.

Our core service is proposal writing for federal, state, municipal, and DOD clients, serving a range of clients from small businesses to large primes across various sectors, including defense, cybersecurity, logistics, and professional services.

We offer:

• Full-service RFP/RFQ response development

• Teaming support and good-faith effort documentation

• Insight into agency preferences and evaluation scoring

• SDVOSB participation on prime-led bids

Whether you’re seeking an SDVOSB subcontractor or need expert proposal support, we bring veteran insight and award-winning writing to every engagement.

Partner With a Proven SDVOSB

📞 Seeking an experienced and responsive SDVOSB?
Need help writing or responding to a federal proposal?

Connect with SSRJ Consulting—your trusted SDVOSB partner in government contracting success.

Waterfall vs Agile Project Management

Waterfall vs Agile Project Management: Choosing the Right Model for Federal Work

When responding to a government RFP or managing a project post-award, contractors must often define their project management approach. Two models dominate the discussion: the waterfall model and the agile model.

Understanding the difference between waterfall vs agile project management isn’t just academic—it can help you align with agency expectations, minimize risk, and improve deliverables.

Waterfall Project Management: Structured and Sequential

The waterfall model is a traditional, step-by-step process where each phase (e.g., planning, design, execution, testing, delivery) must be completed before moving to the next. It’s widely used in federal contracting, especially for construction, logistics, and infrastructure projects.

Advantages:

• Predictable timelines and budgets

• Detailed documentation upfront

• Easier to meet compliance and audit requirements

Best Used For:

• Fixed-scope contracts

• Physical infrastructure projects

• Agencies with rigid reporting and sign-off requirements (e.g., DoD, DOT)

Agile Project Management: Flexible and Iterative

Agile is a flexible methodology that emphasizes short sprints, frequent feedback, and ongoing collaboration. Agile is increasingly adopted in IT modernization, cybersecurity, and software development projects within the federal space.

Advantages:

• Adapts to changing requirements

• Prioritizes early value delivery

• Fosters close collaboration with agency stakeholders

Best Used For:

• Software, cloud, or data projects

• Contracts involving multiple iterations or evolving deliverables

• Agencies open to flexible execution (e.g., GSA, DHS, VA)

Waterfall vs Agile in Government Contracts

Category	Waterfall	Agile
Project Flow	Sequential (start to finish)	Iterative (continuous feedback loops)
Flexibility	Low – scope defined upfront	High – changes welcomed throughout
Documentation	Comprehensive and predefined	Lightweight and adaptive
Risk Management	High initial risk, managed early	Risk distributed across development cycles
Ideal for	Traditional government construction/IT	Federal digital services, cloud, dev work

Which One Should You Use?

The right answer depends on the agency, contract type, and nature of your deliverables:

• Use the waterfall method for projects with strict timelines, budgets, and compliance requirements.

• Use agile when innovation, user feedback, or digital agility are prioritized.

• In many cases, a hybrid model (Agile-Waterfall) may offer the best of both worlds.

Need Help Writing the Right Approach Into Your Proposal?

At SSRJ Consulting, we help contractors:

• Align project methodology with agency expectations

• Clearly explain PM frameworks in RFP responses

• Position your team as low-risk and highly qualified

Let us help you write a proposal that makes the right case, whether you go agile, waterfall, or hybrid.