Why This Matters More Than Ever
Navigating government contracts can feel like trying to solve a Rubik’s cube in the dark, with one hand tied behind your back. Bureaucracy has a reputation, and not always a flattering one. But fret not—there are real, tangible resources available to help you make sense of the process. If you’re a business owner looking to scale, diversify revenue, and build long-term sustainability, government contracts might just be your golden ticket. Recently, I had the opportunity to attend the Chandler Chamber of Commerce’s “How to Win Government Contracts” event — and it was packed with insights that every small business owner should know.
In my opinion, one of the most powerful functions of a chamber of commerce is supporting small businesses by welcoming us into the ecosystem of local policy. That ecosystem plays a direct role in shaping the procurement landscape — from how contracts are structured to who gets access to how federal and state-level policy changes ripple down to local opportunities. Staying informed on these shifts can make the difference between missing out on a bid and being fully prepared to submit a winning proposal. Chambers are meant to be true advocates for our businesses and communities. The Chandler Chamber models this beautifully at every event they host.
Meet the Procurement Experts
The event featured experienced procurement leaders who walked us through what it really takes to land a government contract:
Kevin Tyne, Chief Procurement Officer
Lisa Bernhardt, Procurement Services Administrator, CPPO
Ryan Dixon, Small Business Advocate
These speakers brought years of experience and broke down the process into practical, approachable steps.
Why Government Contracts Are a Game-Changer for Small Businesses
As Mark Stewart, a well-known small business advocate and community leader, often emphasizes, "Local governments should run minimally but effectively." His passion lies in removing redundant regulations that slow down business progress—an idea that resonates deeply with the purpose of government contracting opportunities. Simplifying processes and reducing red tape can make all the difference for small businesses ready to contribute value to their communities. Events like this one show how local procurement strategies can be accessible, efficient, and impactful when guided by that philosophy. Counties across the country manage billions in spending — and small businesses are eligible for much of it. Here’s the breakdown, according to the National Association of Counties (2023):
$134 billion for infrastructure and public works
$163+ billion in health and human services
$107 billion in justice and public safety
$209 billion in VA funding for veterans and families
$22 billion in waste and water management
Maricopa County alone — home to nearly 4.6 million residents — is the 4th largest and one of the fastest-growing counties in the nation. That means contracts are constantly opening up for businesses of all sizes and industries.
What the County is Buying (Hint: It’s More Than You Think)
Government contracts aren’t just for construction or IT firms. The county procures everything from peanut butter and cough syrup to HVAC systems, nursing services, engineering consulting, and even service dogs.
Breakdown of spending:
26% on miscellaneous goods and services
22% on construction and public works
17% on tech supplies
8% on medical and therapy services
6% on professional architectural and engineering services
What You’ll Need to Qualify as a Government Vendor
Government requirements may sound like they were written by someone who once dreamed of being a novelist but settled for procurement documentation. But fear not—you don’t need a legal degree to get through the checklist. To qualify, your business needs to meet certain requirements:
Business insurance based on contract type
Industry licensure (e.g., ROC or Board of Technical Registrants)
E-Verify compliance (ARS 23-214)
Background checks for high-security locations
Agreement to standard terms and conditions (View Here)
How to Register as a Government Vendor
Ah, Periscope S2G — the platform that reminds us that even digital tools can have a bureaucratic personality. Candidly, it’s not exactly the most intuitive experience on either desktop or mobile. Some features feel like they were designed during the dial-up era, and unless you opt for the paid version, your results may feel limited. But here’s the silver lining — the team at Maricopa County is incredibly supportive and ready to help you navigate the bumps in the system. So don’t let a clunky interface keep you from bidding on big opportunities. Maricopa County uses Periscope S2G, so register here and get started
Create a vendor account
Complete your profile accurately
Use filters to find relevant bids
Understanding the Types of Bids
IFB (Invitation for Bid): Lowest responsive price wins for clearly defined goods/services
RFQ (Request for Quote): Informal bidding, often departmental
RFP (Request for Proposal): Focuses on qualifications and value, not just price
How to Find and Respond to Government Opportunities
If you thought deciphering government bids might require a secret decoder ring, you’re not entirely wrong. But once you get the hang of it, you'll see that even the most bureaucratic bid packet can be tamed—with the right strategy (and maybe a strong cup of coffee).
To stay competitive:
Search regularly using keywords related to your business
Check the “Recently Added” section
Respond early, not at the last minute
Follow the instructions closely — one missing document can cost you the contract
Tips for better proposals:
Customize every response
Be brief but detailed
Don’t recycle content
Submit only the documents requested
Small & Local Business Advocacy Program (MCSLBAP)
This county program is a great fit for startups and growing businesses. To qualify:
Under 100 employees
Less than $4 million in revenue
Physical location in Maricopa County
One year in business and in good standing
Benefits include enhanced exposure to buyers, procurement support, and networking opportunities.
You Got the Contract — Now What?
Cue the confetti! You’ve made it through the bureaucratic maze and emerged victorious. But hold off on the celebratory dance just yet—there’s still paperwork to be filed and protocols to follow. After all, this is government work—we wouldn’t want to make it too easy! Winning is just step one.
Here’s what happens next:
Carefully review the contract terms
Attend a post-award meeting
Provide insurance documents
Start service delivery and invoicing
If issues arise, work with your department rep and procurement officer — don’t go it alone.
Real-World Advice: How to Stand Out and Succeed
Government procurement may have its quirks, but don’t let that intimidate you. With the right mix of preparation, confidence, and good humor, you can absolutely shine in this space. Here are a few success tips shared by procurement pros:
Don’t try to be everything to everyone — focus on what you do best
Always attend vendor outreach and trade events
Build relationships early, not just when you need them
Know what makes your business unique — and say it clearly
Price fairly, but competitively
Why This Opportunity Is Too Good to Ignore
If you’ve been wondering how to grow your business through new revenue channels, this is your sign. Government contracts aren’t out of reach — they’re often overlooked simply because business owners don’t know how the system works. Now you do.
With billions in funding available and an open door to small and local vendors, there’s no better time to get started. And remember, your local chamber is here to help you every step of the way.
Once again, this is where chambers like the Chandler Chamber shine. They’re not just about networking — they’re about education, advocacy, and opening doors to opportunities that truly impact your business. This event was proof of that.
Want Additional Support?
Want to take advantage of more business-building events like this one? Don’t miss out on upcoming opportunities to grow and connect. Click here to view the Chandler Chamber’s upcoming events.
And if you're a small business or nonprofit organization looking for hands-on support navigating government contracts or scaling your operations, reach out to Maverick May Solutions. We're here to help you grow with strategy, systems, and advocacy that work for you.
Helpful Resources
FAQs
How do I register as a government vendor in Arizona? Start by creating a free account on Periscope S2G and SAM.gov.
What certifications help win government contracts for small businesses? SBA 8(a), WOSB, DBE, and MCSLBAP enhance visibility and competitiveness.
What’s the difference between RFP, RFQ, and IFB? RFPs evaluate qualifications, RFQs seek quotes, and IFBs are awarded to the lowest responsive bid.
Can I still win government contracts without prior experience? Yes—start small, subcontract, or join local advocacy programs to build credibility.
Where can I get help if I’m stuck? Reach out to Maricopa OPS or Periscope Supplier Support at 800-990-9339 ext. 1 or s2g@periscopeholdings.com.
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