How to Break Into Government Construction Work with Samuel Smith

Construction Champions Podcast
May 5
2 min read

In this episode of the Construction Champions Podcast, we dive into a high-impact opportunity that many contractors overlook: federal contracting. Samuel Smith, founder of Quality Government Solutions, shares a blueprint for how construction businesses, from small shops to growing teams can win steady, profitable government work.

Prime vs. Subcontractor, Start Where You Can Win

You don’t need to go all-in on huge contracts from day one.

Samuel's Advice:

Start as a subcontractor under a larger federal prime
Learn the process while building experience and past performance
Work your way into prime contractor roles over time

Why It Matters: The government buys everything, including what you already offer. It’s just about starting at the right level.

The Secret is Relationships

It’s not just about bidding. It’s about being known.

What You Need to Know:

Network with procurement officers and local agencies
Attend government contracting events in your region
Build connections with primes who need partners

Pro Tip: In federal work, relationships move the needle more than cold proposals.

RFIs: Where Deals Are Shaped

The Request for Information (RFI) isn’t just a form, it’s your chance to influence future bids.

Samuel's Tips:

Respond to RFIs to show interest and expertise
Use it to shape the scope of work in your favor
Start tracking RFIs even before you’re ready to bid

Why It Matters: RFIs are where contracts are born. Don’t sit on the sidelines.

The Power of Your Back Office

Federal work requires more paperwork and systems, but that’s also why it’s more profitable.

What You’ll Need:

Clean bookkeeping and financial records
Systems for compliance and reporting
A CRM or project management tool (like BuilderComs) to track communication

Why It Matters: You can’t fake professionalism in the federal space. Systems = success.

Start Small, Think Big

Samuel encourages even one-person operations to explore government work.

Real-World Strategy:

Target local municipal or state-level contracts first
Partner with other small businesses through set-aside programs
Leverage certifications (like veteran-owned or minority-owned status)

Bottom Line: Small doesn’t mean unqualified. The government wants to work with small, certified, local businesses.

Myths Busted:

Myth: Government jobs always go to the lowest bidder.
Truth: Best value often wins, and past performance matters.
Myth: Payment is slow.
Truth: Once approved, government payment is consistent and reliable.

Final Thoughts: Federal Work = Long-Term Opportunity

Whether you’re looking for more consistency, higher-paying jobs, or a new path to scale your construction business, federal contracts could be the answer.

Want to learn more?

Visit: https://www.qgovsolutions.com

And if you're ready to bring more professionalism to your back office, communication, and documentation, BuilderComs can help.