Set-asides and targeting gov customers


  • As a rule we recommend against choosing customers based on their set-aside spending performance
  • Most federal agencies hit their set-aside spending targets
  • If you can’t do the work the government wont choose you just because you have a set-aside
  • BUT:
    • If you are looking at a lot of potential customers that are equally “good” for you
    • One of them is behind on their set-aside spending, and you qualify for that set-aside
    • Choose that customer
  • SBA scorecard: The SBA computes agency spending against target each year so you can get an idea about which agencies are achieving, or missing their set-aside spending targets. For a copy of the latest SBA scorecard see the Materials section of this class

Rants and Reflections

My unscripted thoughts after coaching hundreds of small government contractors over the last 10 years

Other resources (Individual contract checks)

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List of further reading