Most small facilities companies assume government work means bidding on contracts themselves. It doesn't. The fastest path into government work is subcontracting: a prime contractor holds the contract, handles the compliance and paperwork, and pays you to perform the work you already do every day — mowing, cleaning, hauling, pressure washing.

What a prime contractor actually does

The prime signs the contract with the government and is on the hook for everything: bonding and insurance requirements, invoicing through government payment portals, wage-rate compliance, reporting, and performance. As a subcontractor, you sign one agreement with the prime, do the physical work, and invoice the prime — not the government. You never touch SAM.gov solicitations, proposals, or federal payment systems.

What primes check before hiring a sub

  • Exclusions: every legitimate prime checks SAM.gov's exclusion list before working with you. If your company has ever been debarred or suspended, disclose it up front.
  • Insurance: general liability (typically $1M per occurrence) and workers' compensation, with the prime named as additional insured before work starts.
  • Past work: 2–3 references for comparable work — commercial accounts count, government experience is a plus but not required.
  • Capacity: crew size, equipment, and how far you'll travel. Be honest — an overcommitted sub is the fastest way to lose a relationship.
  • Paperwork readiness: a W-9, E-Verify enrollment, and current certificates of insurance.

Do you need to register in SAM.gov?

No — subcontractors do not need SAM registration to work for a prime. Registration is free at sam.gov if you ever want it (never pay a third party to "register" you), and it makes you visible to primes searching for partners. But it is not a barrier to starting.

How to get started

Get your insurance certificates current, write down 2–3 references, and get on prime contractors' rosters before their next bid — pricing conversations happen weeks before contracts are awarded, and primes bid with the subs they already know.