How to Grow Your Defense Sales After Your First Contract

Landing your first defense contract is a major milestone—it's proof that your products or services meet the rigorous standards of the defense sector. But getting that initial contract is just the beginning. Growing your defense sales requires a clear plan, sustained effort, and understanding of the unique landscape of government procurement. In this post, we’ll walk through practical steps to help your small or mid-sized manufacturing company expand its defense business beyond that first win.

Understand the Defense Market and Procurement Cycles

Know Your Buyer and the Buying Process

The defense market is different from commercial sales. It involves multiple layers of decision-makers, including procurement officers, program managers, and end users. Familiarize yourself with the specific agency’s procurement procedures, which are often outlined on websites like FBO.gov.

Procurement cycles can be lengthy—sometimes taking years—but understanding the process helps you position your company effectively. Track the stages: from pre-solicitation to award and, importantly, future contract opportunities.

Identify Contract Vehicles and Opportunities

Leverage existing contract vehicles such as GSA Schedules, IDIQs (Indefinite Delivery, Indefinite Quantity), or BOAs (Basic Ordering Agreements). These simplify the process for agencies to buy from you repeatedly.

Subscribe to alerts on platforms like SAM.gov to receive updates on upcoming solicitations that match your capabilities.

Build Credibility and Relationships

Deliver Quality and Meet Standards

Defense contracts often have strict requirements for quality control, cybersecurity, and compliance. Ensure your company adheres to standards like ISO 9001 and NIST SP 800-171. These certifications reassure agencies that you can meet their expectations and mitigate risks.

Network and Engage with Agencies

Attend defense industry events such as NDIA (National Defense Industrial Association) conferences, local industry days, and trade shows. These gatherings offer valuable opportunities to meet decision-makers, understand requirements, and demonstrate your commitment.

Establish relationships with prime contractors who subcontract with larger defense firms. Being a trusted subcontractor can lead to more opportunities and increased visibility.

Invest in Capabilities and Capacity

Scale Up Your Operations

If your initial contract was small, assess whether your capacity can be expanded to handle larger orders. Do you need additional equipment, personnel, or certifications? Investing strategically now positions you for growth.

Enhance Cybersecurity and Compliance

Many defense contracts require strict cybersecurity practices. Regularly review and upgrade your cybersecurity measures in line with NIST Cybersecurity Framework. Demonstrating a strong security posture not only ensures compliance but also builds trust with government buyers.

Develop a Long-Term Strategic Plan

Diversify Your Offerings

Instead of relying on a single contract, develop a portfolio of products or services that appeal to different agencies or programs. This reduces dependence on one contract and opens up new revenue streams.

Stay Persistent and Patient

Defense sales growth isn’t immediate. Maintain contact with your channels, keep refining your proposals, and stay informed about upcoming priorities and budget cycles. Persistence pays off over the long term.

Seek Support and Resources

Utilize Small Business Programs

Programs like the SBA’s 8(a) Business Development can provide mentorship, access to resources, and increased contracting opportunities.

Partner with Experienced Advisors

Consider working with consultants or industry groups who understand government contracting intricacies. They can help streamline your approach and avoid costly mistakes.

In Summary

Growing defense sales after your first contract is a marathon, not a sprint. It requires understanding your market, building relationships, continuously improving your capabilities, and being persistent. With a clear strategy and commitment, your small or mid-sized manufacturing business can expand its footprint in the defense sector and achieve sustainable growth.

For further reading, visit SBA’s Guide to Federal Contracting or explore resources at NDIA.