Why Working With the Government Matters for Service Businesses
Government contracts can turn a slow season into a busy one and help keep your crew working year-round.
Unlike most homeowners or small business clients, government customers often have big budgets and clear scopes of work.
Landing just one of these contracts could mean steady work and more predictable cash flow compared to chasing dozens of smaller jobs.
What Services Do Governments Actually Need?
From city halls to public schools, the need for service work never stops in government buildings and facilities.
Typical opportunities include painting, landscaping, roofing, repairs, janitorial, HVAC, plumbing, fencing, and general maintenance.
Even specialty services like pest control, window cleaning, power washing, and snow removal are in demand by municipalities and counties.
- Exterior and interior painting of schools or municipal buildings
- Routine park maintenance and landscaping contracts
- Roof replacements for public facilities
- Handyman services for city offices and libraries
- Seasonal snow plowing for town roads and sidewalks
If your crew can handle work in a home or commercial space, there is a good chance a government agency needs what you offer.
Where to Find Government Contract Opportunities
Most contracts are posted where anyone can see them, but finding the right ones fast is key because competition can be stiff.
The federal government lists opportunities at SAM.gov, which covers big contracts for all of the US, but these jobs are often geared for larger contractors.
For small businesses, your best bet is usually local and state governments.
- Your city or county’s official website, often under a page called Procurement or Bids and RFPs
- State procurement portals, like Cal eProcure in California or the Texas Comptroller Vendor Resources
- Regional school districts, parks departments, transportation authorities
- Local housing authorities and public works departments
Check these sites weekly and set up email alerts where possible.
Never pay for an expensive lead service when the same bids are available for free from official sources.
How to Stand Out and Actually Get Picked
Governments usually weigh your experience, price, license status, and whether your paperwork is clean and complete.
Punching up your track record is huge – share clear photos of past projects, show references, and keep your safety and insurance info handy.
Being local helps too; officials want to keep tax dollars with businesses from their own community whenever possible.
- Include a summary of similar work completed for other businesses or municipal clients
- Add a one-page capability statement showing your services, experience, and the areas you cover
- List any special certifications or licenses, like Minority/Woman Owned Business certifications or EPA lead-safe status
- Respond to all required forms and instructions exactly – missed paperwork can disqualify you even if your price is right
- Bundle value – think about what you can include (like light carpentry with painting), making your proposal more attractive
The difference between getting a callback and getting ignored is often just being the one who follows every instruction and shows real, recent work with pride.
Costs, Value, and Why Results Beat Everything
Chasing government work can be time-intensive, especially dealing with paperwork and compliance, and missing a form can mean wasted effort.
Unlike pricey advertising or lead-gen sites, responding to official contracts usually costs nothing but your time and a bit of effort to assemble your info.
Sites or consultants that charge hundreds per month to access bids offer no more value than checking the free city and state listings yourself.
Focus your effort only on jobs that really fit your size, skills, and capacity, and do not be afraid to walk away from an opportunity that feels like a stretch.
The payoff is direct: when you win, it means real work, real crew hours, and real revenue, not just website clicks or promises of exposure.
Getting Set Up for Long-Term Success
Governments are big on transparency, so having an online presence that answers basic questions fast makes a winning first impression.
You need a straightforward website that shows who you are, what you do, where you work, proof of good jobs done, and how to reach you.
This does not mean you need a fancy multi-page site or expensive web design bill.
With Good Stuart, you can get a website built for your service business, free of up-front fees, and pay only for real customer leads that come in the door – not for design, not for empty traffic.
If you want an easy way to set your business up with an online profile, you can start by going through our simple onboarding process.
Also, do not forget to set up your Google Business Profile and fill it out fully, showing reviews, photos, and up-to-date contact info.
This makes your company look trustworthy and easy to work with so that procurement officers feel confident bringing you onto a job.
Every bit of effort that earns you a spot on a bid list or gets your phone ringing brings you closer to the next steady customer.
Paperwork and Legal Steps You Cannot Skip
Before bidding on any government contract, make sure your business is fully licensed, insured, and registered in your state.
Most agencies require proof of general liability insurance, workers comp, and a business license or contractor license before they’ll even consider your bid.
Double-check if the contract asks for specific bonds, like a bid bond or performance bond, which cover the agency if you can not finish the job.
For larger public projects, you may also need to sign up in a vendor portal or complete a vendor registration, which ties your business tax info and certifications to the agency.
- Gather copies of your insurance certificate and renew it before it expires
- Get your EIN number from the IRS if you do not already have one
- Have your trade license number handy (for work like electrical, HVAC, or plumbing)
- Download W-9 and any requested tax paperwork so you are ready to submit everything up front
Staying organized with your documents shows you mean business and helps avoid delays if your bid is selected.
Set a reminder each year to check all expiration dates for licenses and insurance so nothing is out of date when an opportunity appears.
Winning as a Small or Local Business
Plenty of local governments want to do business with smaller outfits, not just corporate giants.
Look for contracts labeled Small Business Set-Aside or Local Vendor Preference, which are reserved for businesses based in the city, county, or state posting the job.
If you are eligible, register your company as a Certified Small Business or a Woman/Minority Owned Business with your state – this usually only takes a few forms and can give you an edge.
There are also mentoring programs, like those through the Small Business Administration, where you can pair up with a larger company or other pros who have walked this path and want to help newcomers land their first big win.
- Ask your procurement office about set-aside opportunities or upcoming vendor outreach events
- Network with other local service contractors for tips and to share info on open bids
- Show up to pre-bid meetings in person when you can – face-to-face connections leave a bigger impression than emails
It is often the well-prepared small business, not the biggest contractor, that wins jobs thanks to responsiveness and a personal touch.
Build relationships with city and county staff so they remember your name each time a new project gets posted.
Common Mistakes That Cost You the Contract
One of the biggest reasons service pros lose out on government work is paperwork mistakes – missing forms, unsigned pages, or not following instructions exactly.
Another common pitfall is underbidding out of desperation, only to realize the costs to carry payroll, materials, and gas will wipe out your profit or even put you in the red.
Do not promise more than you can realistically deliver; delivering late or with poor quality will shut you out of future work and hurt your company reputation fast.
- Create a checklist for every bid so nothing gets missed, even on tight deadlines
- Triple-check all math and documentation before hitting send
- Be honest about your availability – if you are booked for the month, explain your lead time in your bid cover letter
- If anything in the bid documents is unclear, contact the procurement office directly rather than guessing
Remember: being thorough and reliable matters as much as having a low price, because agencies care about work getting done right as much as saving dollars.
Protect your reputation now and it will pay off in more contracts down the road.
What to Expect After You Win the Bid
If you are awarded a contract, you will usually be asked for additional documentation, like a final insurance certificate showing the agency as a certificate holder.
You will likely need to sign a detailed service agreement or contract that spells out the project scope, payment terms, work timeline, and penalties for missed deadlines or poor quality.
Invoices generally have a set schedule (often monthly or when milestones are met) and are processed by the government finance department, so payment takes longer than a residential job, but it is reliable.
Maintain open communication with the project manager and document everything – emails, approvals, scope changes – so there is a record if questions come up about payment or project progress.
After successful completion, get a project sign-off sheet or reference letter which can boost your chances of winning even bigger projects later.
- Send invoices on time and confirm the correct submission method (mail, online, or through a vendor portal)
- Stay proactive with schedule updates so no one is left in the dark
- Request feedback or a testimonial you can use in future bids
The first job is usually the hardest to land, but it makes every future bid easier with real local experience under your belt.
Building a Trusted Business Profile for More Contracts
Your online presence can make or break your first impression on government agencies checking your credentials after you bid.
Keep your website current with project photos, recent reviews, and a clear explanation of your services and areas you serve.
List your business address and phone number exactly how it shows on government paperwork so agencies see you as a real, established business.
If you need a fast, affordable way to get professional online, Good Stuart offers a website that is purpose-built for service businesses, letting you show off jobs completed without big upfront costs.
See how simple it is to get started through our onboarding process and have your business ready when a new bid pops up.
Agencies want to hire businesses that look legit and have a proven track record, even if it is just a handful of recent photos and customer references on your site.
The easier it is to confirm you are local, qualified, and responsive, the more likely you are to get callbacks and win the kind of jobs that keep trucks rolling and cash coming in.
Maximizing Your Results Over Time
Once you have your first contract, do not let the momentum fade away – use it as proof for your next round of bids.
Document every project, take before-and-after photos, and request testimonials from government contacts whenever possible.
Keep an organized digital folder of completed contracts, reference letters, insurance papers, and certificates so you can respond faster for the next bid opportunity.
If you make it easy for a procurement officer to see your record and trust your abilities, you become an obvious choice next time their team needs work done.
Continue networking with agencies and local officials, attending vendor outreach programs or informational meetings to stay on radar for upcoming projects.
Do not hesitate to ask winning bidders or city staff which sections of your proposal stood out or needed improvement so you can fine-tune your approach for real results.
Staying Lean While Growing Your Crew
You do not need to become the biggest contractor to see real growth; focus instead on building a strong reputation as a dependable local business that finishes every job well.
Track the hours, costs, and headaches that come with each government job so you know which contracts are worth the effort or which types to avoid next time.
Many of the most successful local service businesses build a small team they can trust, only adding more help once steady work is secured by ongoing contracts.
Resist the urge to take every government project thrown your way, especially if it risks stretching your resources thin or affecting the quality you deliver to customers.
Scale up your team carefully and keep communication strong both with your crew and the agencies you serve to avoid costly mistakes or callbacks.
Turning Your Online Presence Into a Lead Generator
Most people searching for painters, roofers, or landscapers still turn to Google and local business listings first to check reviews, see photos, and find contact info fast.
Fill out your Google Business Profile with up-to-date photos, services, and your correct service area to boost your visibility to both regular customers and government buyers researching your company before awarding contracts.
You do not need a lot of pages or expensive branding, but you do need a clear, honest online presence that shows who you are, the work you do, and how to hire you.
Using Good Stuart’s free website setup, you skip designer or developer fees and only pay when a qualified customer lead comes in, making your marketing dollar go a lot further than with any old-school ads or directory fees.
A simple and credible website plus fresh project photos is more effective for winning trust than any generic promotional pitch or costly directory spot.
If you want guidance on making your business stand out, our onboarding process is built to help you get noticed without wasting money or time on things that do not bring in real jobs.
Keeping Your Business Prepared for More Opportunities
Set a regular schedule to update your insurance, licenses, service descriptions, and past-project photos, even if you are busy keeping up with new contracts.
Review finished projects for any lessons learned; if a contract cost more than expected or a process slowed down your team, adjust how you quote similar work next time for better profits and less hassle.
Ask every satisfied city or school customer if they would refer you to other departments or provide a reference for your next proposal.
Invest small bits of time updating your website and reviews throughout the year rather than scrambling right before a big bid deadline.
Being organized and ready with your info gives you a real edge, especially when opportunities come up with short notice.
Even if you lose a bid, ask for honest feedback and keep applying – government buyers respect businesses that keep showing up and deliver quality without excuses.
Building Trust That Gets You More Work
Trust is the single most important factor in landing repeat government contracts and growing your service business for the long haul.
Honesty in your bids, showing real results on your site, and delivering what you promise on each project will keep your phone ringing long after the first job ends.
Save every positive review and reference and feature them prominently so agencies see you are relied on by others in the community.
If you have not set up your free Good Stuart profile, it is the fastest way to show off your work, customer feedback, and simple contact info in one spot for agencies to check.
Being the business that is easy to trust and quick to respond can beat bigger or cheaper competitors every day of the week.