From SAM.gov to Space: A Practical Guide to Government Contracts

The U.S. government spends over $55 billion annually on space-related activities — and a growing share of that spending goes to commercial companies. From NASA's Commercial Crew program to Space Force's proliferated LEO architecture, government agencies are actively seeking innovative space companies to partner with. But navigating the federal procurement system can feel like learning a foreign language.

This guide walks you through the process step by step, from registering on SAM.gov to submitting your first proposal. Whether you're a startup looking for your first SBIR grant or an established company expanding into government sales, this is your roadmap.

Step 1: Get Registered on SAM.gov

The System for Award Management (SAM.gov) is the mandatory gateway to all federal contracting. No SAM registration means no federal contracts — period. Here's what you need to do:

Obtain a UEI (Unique Entity Identifier). The UEI replaced the old DUNS number in April 2022. You'll get one automatically when you register on SAM.gov. It's free — never pay a third party for SAM registration.

Complete your entity registration. You'll need:

• Your company's legal name, address, and EIN (Employer Identification Number)
• Banking information for electronic fund transfer (how you'll get paid)
• NAICS codes that describe your business activities
• Product and Service Codes (PSCs) for what you sell
• Your company's size standard determination

Key NAICS codes for space companies:

NAICS Code	Description	Small Business Size Standard
336414	Guided Missile & Space Vehicle Manufacturing	1,300 employees
336415	Space Vehicle Propulsion & Parts Manufacturing	1,300 employees
517410	Satellite Telecommunications	1,500 employees
541715	R&D in Physical, Engineering & Life Sciences	1,000 employees
927110	Space Research & Technology	N/A (government)
334511	Search, Detection, Navigation & Guidance Instruments	1,250 employees

The registration process takes 2-4 weeks to complete and must be renewed annually. Start now — you can't respond to an opportunity if your registration isn't active.

Step 2: Get Small Business Certifications

If your company qualifies as a small business under your primary NAICS code, certifications can be a powerful competitive advantage. The federal government is required to award a percentage of contracts to small businesses, and agencies have specific goals for each certification category:

• Small Business (SB): 23% government-wide goal. Simply being registered as a small business in SAM.gov qualifies you for small business set-aside contracts.
• Small Disadvantaged Business (SDB) / 8(a): The 8(a) Business Development program provides access to sole-source contracts up to $4.5 million, mentoring, and reduced competition. The application process takes 2-3 months through SBA.
• HUBZone: Companies headquartered in Historically Underutilized Business Zones receive price evaluation preferences and sole-source authority.
• Women-Owned Small Business (WOSB): Self-certification for contracts in industries where women are underrepresented. Space manufacturing qualifies.
• Service-Disabled Veteran-Owned (SDVOSB): Sole-source authority up to $5 million and set-aside preferences.

The most powerful combination for space startups is typically 8(a) + SB certification. The 8(a) program's sole-source authority allows agencies to award contracts to your company without full competition — a massive advantage for building past performance.

Step 3: Find Space Contract Opportunities

Once registered, you need to systematically find relevant opportunities. Here are the key channels:

SAM.gov Contract Opportunities (formerly FBO/beta.SAM.gov) is where all federal contracts over $25,000 are posted. Effective search strategies include:

• Search by NAICS code (336414, 517410, etc.)
• Filter by agency: NASA, Department of Defense, NOAA, FAA
• Filter by set-aside type (small business, 8(a), etc.)
• Look for Sources Sought and RFI (Request for Information) notices — agencies testing the market before issuing a formal solicitation. Responding to these builds relationships and can shape the final RFP.
• Set up saved searches with daily email notifications

SBIR/STTR programs are the best entry point for technology startups. These programs exist specifically to fund innovative research by small businesses:

Phase	Funding	Duration	Purpose
Phase I	$150K-$275K	6-12 months	Feasibility study / proof of concept
Phase II	$750K-$1.75M	24 months	Prototype development & testing
Phase III	No set limit	Varies	Commercialization (non-SBIR funds)

Key space-relevant SBIR agencies: NASA (largest space SBIR budget), DoD/Air Force/Space Force (SpaceWERX), DOE (space power systems), and NSF (space science instrumentation). Check SBIR.gov for all open solicitations — new topics are released 2-3 times per year.

Agency-specific programs offer additional pathways:

• NASA: NSPIRES (research grants), CLPS (lunar payload delivery), Tipping Point (technology demonstrations up to $30M), and Announcement of Collaborative Opportunity (ACO)
• Space Force / SpaceWERX: Orbital Prime (ISAM), STRATFI/TACTFI (matching funds up to $30M), and Direct-to-Phase-II SBIR for mature technologies
• DARPA: Broad Agency Announcements (BAAs) for advanced research. Space-related programs include Blackjack, NOM4D, and others
• NRO: Commercial Systems Program Office (CSPO) for commercial satellite services and data

Step 4: Build Relationships Before You Bid

Government contracting is a relationship business. The companies that win consistently don't just respond to posted solicitations — they engage with program offices well before opportunities are announced.

• Attend industry days: Agencies host pre-solicitation conferences and industry days where they discuss upcoming requirements. These are invaluable for understanding what the customer actually wants.
• Request meetings with program managers: Before a solicitation is posted, you can (and should) request meetings with the technical teams who will evaluate proposals. After posting, communication is restricted.
• Participate in SBIR road tours: NASA and DoD host events where program managers present upcoming SBIR topics and meet potential offerors.
• Join mentor-protege programs: Large primes like Lockheed Martin, Northrop Grumman, and L3Harris have formal mentor-protege programs with SBA that pair small businesses with established contractors.
• Leverage GWACs and IDIQs: Government-Wide Acquisition Contracts and Indefinite Delivery/Indefinite Quantity contracts provide pre-competed vehicles that make it easier for agencies to buy from you once you're on contract.

Step 5: Write Winning Proposals

Government proposals are evaluated according to published criteria. Your job is to make the evaluator's job as easy as possible:

• Follow the instructions exactly. Page limits, font sizes, margin requirements, and section headings must match the solicitation precisely. Non-compliant proposals are eliminated before evaluation.
• Address every evaluation criterion explicitly. If the solicitation lists Technical Approach, Past Performance, and Cost as evaluation factors, organize your proposal to match. Use the same language the solicitation uses.
• Lead with understanding, not your solution. Demonstrate that you deeply understand the agency's problem before presenting your approach. Evaluators want to know you understand their mission.
• Quantify everything. Technology Readiness Level (TRL), performance metrics, schedule milestones, cost savings — specific numbers are more credible than qualitative claims.
• Show relevant past performance. If you don't have government past performance, commercial projects, SBIR Phase I results, and academic research count. Frame them in terms of relevance to the solicitation.
• Price to win, not to lose. Lowball pricing raises red flags about your understanding of the work. Use current GSA labor rates and industry-standard cost models.

Track Opportunities with SpaceNexus

SpaceNexus's Procurement Intelligence module aggregates space-related contract opportunities from SAM.gov, SBIR.gov, and agency-specific portals. Search by agency, NAICS code, set-aside type, and contract value — and set up alerts so you never miss a relevant opportunity.

Our system automatically identifies space-related opportunities across all federal agencies, saving you hours of manual searching. Combined with our company profiles (which include government contract history for 200+ space companies) and regulatory compliance module, SpaceNexus provides the complete picture you need to compete effectively in government space procurement.

Create your free account and start winning space contracts.