Americas
HOW TO BREAK INTO GOVERNMENT CONTRACTS The Realities Behind Winning and Keeping Government Work By Fayçal Boumerkhoufa and Leslie Meredith
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reaking into U.S. government contracting can look like a golden opportunity. Multi-year awards worth millions of dollars, work tied to national security and public service, and the prestige of supporting agencies like the Department of Defense all make it tempting. But those who have tried, and failed, know it’s also a world with its own rules, gatekeepers and risks. Eric Giangiordano has built his career in this space. Principal of Stratagem Aviation, he has led more than US$100 million in multi-year contracts with the Department of Defense, Department of Justice and Homeland Security, as well as major health systems and
private-sector clients. He believes opportunities are there, but warns that success depends on knowing the realities before committing resources. His own start-up journey shows what that path looks like. “When we created the GovOps division for Jet Logistics, we began by using a small consulting firm in DC that had both aviation and B2G experience,” Giangiordano says. “They did an excellent job getting our company acclimated and I worked closely with them as liaison, then eventually took over and grew it from there. It was a steep learning curve, but they helped shorten it by at least a year or two.” From that experience, Giangiordano draws a set of lessons for companies looking to break into government contracting today.
Eric Giangiordano, Stratagem Aviation
How Smaller Firms Get Started
When the competition includes industry giants such as Boeing, Lockheed Martin or Northrop Grumman, smaller firms may assume they have no chance. But subcontracting often provides the first step. Prime contractors (primes) are frequently required to bring in The Real subcontractors with specialized Gatekeepers capabilities, and that requirement Government agencies creates openings for firms don’t buy services with the right expertise. the way corporations Misperception: Being a do. Instead, they use subcontractor means settling for less. structured systems Reality: “Many awards are structured that pre-qualify so that primes must allocate significant vendors, including portions of work to subcontractors,” the General Services Giangiordano says. “For a small or midAdministration (GSA) sized firm, that can be the entry point schedules, the Federal to build experience and credibility.”
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Acquisition Regulations (FAR) and the System for Award Management (SAM). These systems aren’t just paperwork, they are the only way into the market. And they come with expectations very different from commercial business. Misperception: A GSA schedule award guarantees business. Reality: A GSA schedule award only makes a company eligible to bid. “Think of it like an exclusive trade conference,” Giangiordano says. “You apply early, get approved, and then you’re inside. But you still have to compete for the actual business.”
Issue 5 2025
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