A guide to navigating public bids, qualifications, and opportunities—beyond just construction
If you’re a small-to-midsize business in Minnesota—whether you do construction, professional services, IT, logistics, or maintenance and are a stickler for detail—there’s a huge opportunity hiding in plain sight: government contracts.
From school districts and cities to state agencies and federal departments, public entities are required to buy millions of dollars’ worth of goods and services every year. That includes everything from IT, to printing, catering, remodeling, landscaping, engineering, office supplies, and more.
At Stonewing Builders, we got our start in the world of public construction, but what we’ve learned applies across industries. If you’re wondering how to tap into this space, here’s a straightforward guide to help you get started.
1. What Are Government Contracts, Really?
Government contracts are simply agreements to provide services or products to a public agency. What makes them different from private-sector work is the process: it’s more formal, more paperwork-heavy, and often involves competitive bidding or qualification processes.
But the benefits are worth it:
- Stable payment cycles
- Repeat business
- High demand
- Growth potential
- Preference for small/diverse/local businesses
2. Know Who’s Buying
There are three levels of government that regularly post opportunities for businesses:
- Local: Cities, counties, schools, park districts, public housing authorities
- State: Minnesota agencies like MnDOT, Admin, DEED, DHS
- Federal: VA, GSA, Dept. of Defense, USPS, U.S. Army Corps of Engineers
Each level has its own platforms and processes so be sure to keep track of your usernames and log-ins. You can start small and local, then grow from there.
3. Get Registered
To bid or quote on public work, you usually need to register as a vendor in their system:
- State of MN: SWIFT Vendor Portal
- Local agencies: Check each city or county’s purchasing or procurement page
- Federal: SAM.gov
Registration can take some time, so start early—even if you’re just exploring.
4. Understand the Bidding Process
Most contracts are awarded through either:
- Competitive bidding (lowest responsive bidder), or
- Request for Proposals (RFPs), where qualifications and pricing are both evaluated.
You’ll typically need to submit:
- Pricing or fee schedule
- Proof of insurance
- Past project experience or references
- Tax forms and certificates
- Compliance documents (e.g., workforce goals, DEI plans, payroll tracking)
Don’t be overwhelmed—once you do one, you can build a reusable template for future bids.
5. Use Certifications to Stand Out
If you’re woman-owned, BIPOC-owned, veteran-owned, or a small business, you may qualify for special programs that give you a leg up. Certification processes can be lengthy so be patient.
Common certifications in Minnesota include:
- TGB (Targeted Group Business) for state work
- CERT (Hennepin/Ramsey Counties) for small/WBE/MBE firms
- WBE/MBE through national certifiers for larger or federal jobs
- Disadvantaged Business Enterprise (DBE) if you work on transportation projects
Many contracts have set-aside goals—meaning they want or require a certain percent of participation from businesses like yours which reduces your competition.
6. Build Relationships (Even in Public Work)
Even though public contracting is highly structured, relationships still matter. Buyers, procurement officers, and project managers often seek out firms they’ve worked with—or heard good things about.
Here’s how to get on their radar:
- Attend procurement events (like the SADBOC Fair)
- Sign up for bidder lists and vendor notifications
- Follow agencies on LinkedIn or newsletters
- Introduce yourself with a capability statement
7. Be Ready for the Details
Government contracts often require:
- Certified payroll or prevailing wage (especially for service or construction jobs)
- Insurance and bonding
- Diversity or workforce reporting
- Regular communication and documentation
Make sure your internal systems—whether it’s QuickBooks, spreadsheets, or Google Drive—can keep up with the structure.
Final Word: You’ve Got This
It might feel like you need an MBA and a legal team to break into public contracts—but you don’t. You just need patience, persistence, and a willingness to learn. Start small. Ask questions. Lean on partners (like Stonewing!) who’ve been through it.
Public contracts aren’t just for giant corporations. They’re for steady, dependable, talented local businesses like yours.
