5 Business Development Strategies Every Woman-Owned Small Business Should Try in GovCon

Justina Johnson
Oct 16
1 min read

Government contracting isn’t just about having the right certifications—it’s about playing the long game with smart business development strategies. For woman-owned small businesses (WOSBs), that means standing out in a crowded market, building trust with agencies, and positioning yourself as a go-to partner.

Here are five BD strategies proven to work in GovCon.

1. Build Relationships Before Opportunities Exist

Most small businesses start BD after an RFP drops—but the real work begins months earlier.

Attend agency industry days and networking events.
Introduce your firm to small business liaisons.
Follow up consistently—not just when you need something.

2. Use Partnerships to Expand Capability

Strategic teaming is a growth accelerator.

Partner with businesses that complement your services.
Pursue mentor-protégé programs under SBA or DoD.
Highlight joint past performance to strengthen credibility.

3. Align Your Messaging with Agency Missions

Your marketing materials should connect your company’s mission to the agency’s goals.

Instead of “we provide IT support,” say “we help agencies reduce downtime by 40%.”
Update your business development plan quarterly to reflect agency priorities.

4. Invest in Market Intelligence

The best BD strategies rely on data.

Monitor procurement forecasts.
Use FPDS and GovWin for insights into who’s winning and why.
Conduct competitive analysis to define your differentiators.

5. Leverage Your Certification—But Don’t Rely on It

Your WOSB certification opens doors, but it doesn’t guarantee contracts.

Combine it with strong past performance, visibility, and proactive BD outreach.
Position yourself as a capable partner, not just a set-aside contender.

Bonus Business Development Strategies:

If your BD strategy feels scattered, Valkyrie Solutions helps women- and minority-owned firms build business development and growth strategies that align with real agency opportunities—not guesswork.

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