If you run a one-person business, the government-contracting world can look like it was built for big companies with sales teams, proposal writers, and lawyers on retainer. It wasn't. Solo operators and two-person shops win government contracts every single day — they simply go after the right kind of work and stay organized. This guide walks through exactly how it works, what's realistic, and how to get your first win.
The short answer: yes — and more often than you'd think
Government agencies don't only buy fighter jets and bridges. They buy lawn care, bookkeeping, graphic design, translation, photography, IT support, equipment repair, training, catering, web development, and hundreds of other everyday services — a huge amount of it in small dollar amounts that large prime contractors don't bother chasing. That long tail of small, routine work is where a one-person business fits perfectly.
The government is also *required* by law to direct a meaningful share of its spending to small businesses, with specific goals for categories like women-owned, veteran-owned, and disadvantaged-owned firms. "Small" includes a business of one. There is no minimum number of employees to register, to be considered small, or to bid.
Why being tiny can actually be an advantage
Most people assume small means disadvantaged. In government work, the opposite is often true:
- Set-asides remove the giants. Many contracts are reserved exclusively for small businesses, or for specific groups. On a set-aside, large companies literally cannot bid — so your only competition is other small firms. That single rule is what makes the field winnable. Learn the categories in our set-aside guide.
- Micro-purchases skip the heavy process. Agencies can buy small-dollar goods and services quickly and informally, frequently on a government purchase card, without a formal solicitation. For these, you don't need a 40-page proposal — you need to be registered, findable, and responsive.
- Low overhead means sharp pricing. A solo operator without big-company overhead and layers of management can often price routine work competitively and still make a healthy margin.
- Reliability earns repeat work. Government buyers value a vendor who answers the phone, shows up, and delivers exactly what was asked. Do one small job well and you become the easy, low-risk choice the next time — and government work is full of repeat and recurring contracts.
What's realistic — and what isn't
Being honest about expectations is what separates the solo owners who succeed from the ones who burn out:
- Start small. Your first wins are likely to be modest contracts, task orders, or simplified purchases — not multi-year megadeals. That's exactly right. Small wins build your past performance (the government's term for your track record), which is the currency that unlocks bigger work.
- Some contracts need things you may not have yet. Construction often requires bonding; some work requires security clearances, specific licenses, or certifications; many contracts want past performance you're still building. The skill is filtering those out and focusing on work you can deliver *today*.
- You will not win every bid, and that's normal. Early on you're a new name with no federal track record. Treat the first several bids as learning. Each one teaches you how to read solicitations, price, and respond faster.
- It takes patience, not money. Registration and the rhythm of bidding take time to learn. But the cost to participate is mostly your hours — the registrations and the databases are free.
The eight everyday categories where solo businesses win most
Look for work that is routine, recurring, small-dollar, and local. Some of the most accessible areas for one-person firms:
1. Cleaning and janitorial — offices, clinics, courthouses, recurring schedules.
2. Landscaping and grounds — mowing, snow removal, seasonal and multi-year contracts.
3. Basic IT and tech support — help desk, setup, repair, small web projects.
4. Administrative and professional services — bookkeeping, transcription, translation, training.
5. Creative services — graphic design, photography, video, copywriting.
6. Handyman and facility repairs — small maintenance and trade work.
7. Supplies and products — niche goods an agency buys routinely.
8. Event and food services — catering, meeting support, hospitality.
If your work appears on that list, there is almost certainly government demand for it near you.
A realistic first-90-days plan
You don't need to do everything at once. Here's a sane sequence:
1. Register in SAM.gov (free). You'll get a Unique Entity ID (UEI). Ignore anyone who emails you charging a "registration fee" — the official process costs nothing. See our SAM.gov registration guide.
2. Pin down your NAICS code(s). This is the government's label for your line of work, and it determines which contracts and set-asides you match. Most businesses have one primary and a few secondary codes. (What is a NAICS code.)
3. Check whether you qualify for a certification. If you're a veteran, a woman, or a socially/economically disadvantaged owner, certifications open reserved contracts with far less competition. (Which set-aside is worth it.)
4. Build a one-page capability statement. What you do, proof you can do it (past jobs, even commercial ones), your certifications, and how to reach you. This is your government business card. (Capability statement template.)
5. Find the contracts that actually match you. This is where most solo owners quit, because the official databases list thousands of opportunities and aren't built for browsing. Filtering down to only the work that fits your industry, location, and size is the entire purpose of AskTuvo — and it's free.
6. Bid two or three well-matched opportunities rather than blasting everything. Follow the instructions exactly, watch the deadline, and submit on time.
Don't overlook state and local government
Federal work gets the attention, but your city, county, school district, and state agencies buy the same everyday services — often with simpler processes and less competition. A school district that needs a cleaner or a county that needs IT support can be a far easier first win than a federal agency, and it builds the same kind of track record. Many state and local bids are posted on free public portals. (Federal vs state vs local.)
Common mistakes that sink solo bidders
- Chasing everything. Bidding work you can't realistically deliver wastes your scarce time. Be selective.
- Missing the deadline. Government contracts go to whoever finds them and files correctly, on time. Missing the posting is the single biggest reason small firms lose out. (Never miss a deadline.)
- Ignoring the instructions. Government solicitations are precise about format, documents, and submission method. A great offer filed wrong gets tossed.
- Giving up after a few losses. The first win is the hardest. Owners who treat early bids as practice and keep going are the ones who break through.
The honest bottom line
A one-person business absolutely can win government contracts — the question was never *whether*, it's *whether you'll find the ones that fit and bid them before the deadline.* The work exists in enormous volume, the registration is free, and the set-aside system is specifically designed to give small firms a real, protected shot. The only durable barriers are knowing where to look and staying organized. Start with small, clearly-matched, local opportunities, deliver them well, and let your track record compound into bigger work.
Frequently asked questions
Do I need employees to win a government contract?
No. There is no minimum employee count. Sole proprietors and single-member LLCs register and bid exactly the way larger firms do, and a large share of government contracts are small enough for one person to deliver.
What's the easiest government contract for a solo business to win?
Routine, recurring, small-dollar services in your local area — cleaning, landscaping, basic IT, administrative or creative support — especially ones set aside for small businesses. State and local governments are often the most accessible starting point.
Is it really free to start?
Yes. Registering in SAM.gov is free, and finding opportunities is free. Treat any company charging a "registration fee" as a red flag — the official process costs nothing.
How long until I win my first contract?
It varies, but plan on a few months of registering, matching, and bidding before your first win. The first is the hardest; each win and the past performance it builds make the next ones easier.
Can I do this alongside my regular commercial work?
Absolutely — most solo government vendors start that way, adding government contracts as a steady, recurring revenue stream alongside their existing clients.