Why Small Businesses Lose Federal Contracts

Unlock the secrets to success in federal contracting by learning from the mistakes of others. In this episode, we delve into a comprehensive analysis of 100 federal contracting case studies from FY2019 to FY2025, sourced from GAO protests, agency terminations, and Inspector General reports. You'll discover the preventable pitfalls that cause small businesses to lose awards and have contracts terminated, even when they're capable of doing the work.

We'll break down the top reasons for contract failures, including:

• Non-compliance with solicitation requirements: From missing forms to failing to meet eligibility deadlines.
• Failure to meet performance or delivery schedules: When promises don't align with reality.
• Inadequate or unrealistic cost/price proposals: Bidding too low to be credible or too high to be competitive.
• Staffing or key personnel shortfalls: Issues with proposed or actual personnel, including "bait-and-switch" scenarios.
• Inaccurate representations: Misstating certifications, inflating experience, or hiding adverse past performance.
• Poor contract administration or quality control: Violations like exceeding subcontracting limits, neglecting reports, or consistent quality issues.

Learn actionable steps to protect your awards, maintain your integrity, and ensure compliance. We'll emphasize why attention to detail, realistic self-assessment, and proactive communication are paramount. For small businesses holding certifications like SBA 8(a), Women-Owned, or Service-Disabled Veteran-Owned, the rules are especially stringent, and we'll highlight why maintaining eligibility in official systems before submission is crucial.

Don't let preventable errors cost you millions in lost revenue or damage your reputation. This episode is your guide to building a track record of reliability and integrity that agencies trust, helping you not just win, but keep and successfully deliver federal contracts for sustainable growth.