Getting Started: Your Complete Guide to Selling to Government

Step 1: Get Your FEIN (Employer Identification Number)

Your FEIN (also called EIN) is your business’s tax ID number — like a Social Security number for your company. Every state vendor registration form requires it.

How to get it: Apply free online at IRS.gov. Takes about 10 minutes and you get your number immediately.

Warning: Never pay a third party to get your EIN. The IRS provides this completely free.

Read our full FEIN/EIN guide →

Step 2: Register in SAM.gov (Get Your UEI and CAGE Code)

SAM.gov (System for Award Management) is the federal government’s central registration system. When you register, you receive two critical identifiers:

• UEI (Unique Entity Identifier) — a 12-character ID that replaced the old DUNS number in 2022. Required for federal and most state contracting.
• CAGE Code — a 5-character code automatically assigned during SAM.gov registration. Used by DOD and many state agencies.

How to register:

1. Go to SAM.gov and create a Login.gov account
2. Click “Get Started” then “Register Entity”
3. Have ready: your FEIN, business legal name, physical address, banking information (for direct deposit payments), and NAICS codes for your industry
4. Complete all sections of the registration wizard
5. Submit and wait 7-10 business days for processing
6. Once approved, your UEI and CAGE code will appear in your SAM.gov profile

Important: SAM.gov registration is FREE and must be renewed every year. Do not pay third-party services to register you.

Read our full UEI guide → | Read our CAGE code guide →

Step 3: Learn How Government Purchasing Works

Government agencies don’t buy the way private companies do. They follow strict procurement rules designed to ensure fairness, transparency, and best value for taxpayers. Understanding the terminology and process is essential:

• RFP (Request for Proposal) — the agency describes what they need and asks vendors to propose a solution. Evaluation considers both quality and price.
• IFB (Invitation for Bid) — used for straightforward purchases where specs are clear. The lowest responsive, responsible bidder wins.
• RFQ (Request for Quote) — typically for smaller purchases. The agency requests price quotes from vendors.
• Sole Source — when only one vendor can provide a specific product or service. Rare, but it happens.
• Cooperative Purchasing — programs like NASPO ValuePoint, Sourcewell, and GSA Schedule allow multiple states to buy under a single contract.

Each state uses an eProcurement system to post opportunities and collect bids electronically. These platforms have replaced the old paper-based process.

Read our eProcurement systems guide → | Learn about commodity codes →

Step 4: Register as a Vendor in Your Target States

Each state has its own vendor registration portal. You need to register separately in every state where you want to sell. The process typically involves:

1. Creating an account on the state’s eProcurement portal
2. Providing your FEIN, UEI, CAGE code, and W-9
3. Selecting commodity codes that match your products/services
4. Uploading required documents (insurance, licenses, certifications)
5. Setting up bid notification preferences

Most state registrations are free. Processing times range from immediate to 10+ business days.

Visit our 50-State Directory → — direct links to every state’s vendor registration portal, procurement office, and eProcurement system.

Read our Vendor Registration overview →

Step 5: Check for QPLs and Standards (If Applicable)

Some states require products to be on a Qualified Products List (QPL) before they can be purchased. This is especially common for:

• Highway and traffic safety materials (signs, tape, paint, barriers)
• Construction materials
• Safety and protective equipment
• IT hardware and software (in some states)

If your product category requires QPL approval, you’ll need to submit your product for testing and approval before you can bid on contracts in that category.

Read our QPL guide → | Learn about standards →

Step 6: Find and Respond to Bid Opportunities

Once registered, you’ll start receiving notifications when agencies post opportunities matching your commodity codes. Here’s how to respond effectively:

1. Read the entire solicitation carefully — every requirement, deadline, and evaluation criterion matters
2. Attend pre-bid conferences if offered — these are opportunities to ask questions and learn what the agency really needs
3. Prepare your response — follow the format requested exactly. Include all required forms, certifications, and attachments
4. Price competitively — government agencies are required to get the best value. Research past contract awards (often public record) to understand pricing
5. Submit before the deadline — late submissions are almost always rejected, no exceptions
6. Follow up — if you don’t win, many agencies will provide a debrief explaining why. This feedback is invaluable for future bids

Step 7: Explore Set-Aside and Certification Programs

Many government agencies reserve a percentage of contracts for qualifying small and diverse businesses. If your business qualifies, these certifications can give you a significant competitive advantage:

• Small Business — size standards vary by industry (defined by SBA)
• Woman-Owned Small Business (WOSB) — at least 51% owned and controlled by women
• Minority-Owned Business Enterprise (MBE) — at least 51% owned by minority individuals
• Service-Disabled Veteran-Owned (SDVOSB) — owned by service-disabled veterans
• HUBZone — businesses located in Historically Underutilized Business Zones
• 8(a) Business Development — SBA program for disadvantaged small businesses

Federal certifications are managed through SAM.gov and the SBA. Many states also have their own certification programs — check our State Directory for links to each state’s small business program.