Wanted: Startup Founders
The federal government hands out billions of dollars in non-dilutive grants (money you don't have to pay back and don't give up equity for) to startups every year through the SBIR program. Most founders have never heard of it. GovProcure tracks every SBIR and STTR solicitation (open application window) across all agencies weekly, so you never miss one.
The Challenge
Assumed Past Performance Requirement
Most founders assume federal contracts require years of history with the government. That's true for large contracts — but SBIR Phase I grants are specifically designed for first-time applicants with just a promising idea and a qualified team.
Short Application Windows
SBIR solicitation windows (the time period when you can apply) are short — often just 4 to 8 weeks — and vary by agency. NIH (National Institutes of Health), NSF (National Science Foundation), DoD (Department of Defense), DOE (Department of Energy), and NASA all open on different schedules. Missing one means waiting another 6 to 12 months.
Navigating an Unfamiliar Process
Federal customers are the most reliable payers in the world — net-30 by law, no credit risk, no collections. But the procurement process feels like a black box to most founders who haven't navigated it before.
How GovProcure Helps
- G-series: SBIR and STTR solicitations by agency — the non-dilutive funding pipeline updated weekly as new solicitations open.
- S-series: SAM.gov small business set-aside contracts — early revenue opportunities if you have a product or service ready to sell.
- R-series: National contracting trends — shows which markets are growing in federal spending, useful for market sizing and pitch decks.
- Active SBIR solicitations (open application windows) this week — by agency and technology area
- Active STTR solicitations (require a university research partner) this week
- Federal contracts set aside for small businesses by industry and state — potential early revenue
- Recent SBIR Phase II awards (shows what funded Phase I companies went on to win)
- Technology areas where federal R&D (research and development) spending is growing fastest
- Timeline tracking and deadline reminders for open solicitations
Questions We Hear All the Time
Can a startup with no revenue or government history win a federal contract?
Yes — with the right entry point. SBIR Phase I grants require no revenue, no past performance (prior government contract history), and no security clearance. The main requirements are: your company is at least 51% owned by U.S. citizens, you have fewer than 500 employees, and your proposed work fits the agency's stated research topic. Registration on SAM.gov (the free federal vendor system) is required before applying.
What is SBIR Phase I and how much money is involved?
SBIR stands for Small Business Innovation Research. Phase I is the first stage — it funds a feasibility study to determine whether your idea has commercial and technical merit. Award amounts range from $50,000 (some NIH topics) to $256,000 (some DoD topics), with a performance period of 6 to 12 months. You don't give up any equity. The government gets a license to use what you build, but you own the intellectual property.
How does a startup build past performance when it has none?
Several paths work. Subcontracting to an established prime contractor (a company that already holds a federal contract) lets you do government work and build a record. Winning a SBIR Phase I is itself past performance for Phase II. Some agencies have programs specifically for first-time contractors. Joint ventures (where two companies team up) let a new company borrow an established partner's track record.
Is the federal government a realistic first customer for a B2B startup?
Yes, in specific categories: cybersecurity tools, AI and machine learning applications, logistics software, health technology, climate and clean energy, and satellite or aerospace technology. The sales cycle is long — typically 9 to 18 months from first contact to signed contract — but contract sizes are large (often $500K to $5M for initial awards) and the customer never defaults on payment. Startups that sell to the government early often find it easier to raise VC (venture capital) because federal contracts are proof of product-market fit.
What is the fastest path from idea to first federal dollar?
For R&D startups, SBIR Phase I is the fastest legitimate path — 4 to 8 weeks to apply, 3 to 6 months for review, 6 to 12 months of funded work. For product or service companies, micro-purchases (federal buys under $10,000) require almost no paperwork and can happen in days. The simplified acquisition threshold ($250,000 and under) is the next tier — faster than large contracts but still competitive. Register on SAM.gov first — it's free and takes about 2 hours.
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