Many businesses assume that registering in SAM.gov is enough to get found by federal buyers. In reality, contracting officers don’t browse SAM like a directory. They rely on internal agency tools, recommendations, and well-positioned small businesses with a visible track record of engagement and performance. If your only strategy is hoping someone stumbles across your profile, you’re missing 90% of the real opportunity pipeline.
Source: U.S. Department of the Navy Office of Small Business Programs – 'How We Buy'.
Most contracting officers start with the Dynamic Small Business Search (DSBS) tool provided by the SBA. DSBS allows them to filter by NAICS code, keywords, location, certifications, and performance history. If your profile lacks depth, clarity, or strategic keywords, you’ll be passed over.
Beyond DSBS, agencies also use systems like FPDS (Federal Procurement Data System), GSA eBuy, and agency-specific vendor databases to research vendors before ever posting an opportunity.
Sources: SBA DSBS User Guide; GSA eBuy Overview; FPDS.gov Database.
Contracting officers often rely on input from small business specialists, technical program managers, and past performing vendors. When they hear positive feedback or already recognize a name, they are more likely to include that vendor in a market research call, sources sought notice, or acquisition planning discussion.
If your firm isn’t engaging with small business offices or hasn’t built awareness with technical end users, you are invisible when early discussions begin.
Source: Army OSBP Market Research Guidance, 2023.
A polished, problem-focused capability statement that aligns with an agency's mission speaks volumes. Contracting officers and small business reps collect and refer to these during early market research and RFI review phases.
A one-page, clear capability statement that showcases differentiators, past performance, and NAICS alignment often gets shared internally or saved for future reference.
Source: DHS Vendor Outreach Program Training Resources.
Being discoverable is not a passive event — it’s a strategic habit. Smart small businesses build visibility through proactive engagement: