Government Market Research: How to Identify Contracts Worth Pursuing

Federal contracting doesn’t reward enthusiasm — it rewards precision. One of the most common mistakes we see companies make is assuming that more bids equal more wins. In reality, successful federal contractors win because they are selective, disciplined, and informed. That discipline starts with government market research.

Good research doesn’t just tell you what opportunities exist. It tells you which ones are worth your time.

Why Government Market Research Is the Difference Between Winning and Wasting Time

Every proposal costs time, money, and internal credibility. When teams chase poorly aligned opportunities, they burn out staff, dilute focus, and erode confidence in the federal market altogether.

Government market research acts as a filter. It helps organizations:

• Focus on right-fit opportunities

• Improve go/no-go decisions

• Align capture and proposal efforts early

• Increase win rates over time

  
  

In short, it turns federal contracting from a guessing game into a strategy.

What “Good” Government Market Research Actually Looks Like

Beyond SAM.gov — Where Real Signals Come From

SAM.gov is necessary, but it’s not sufficient. Strong government market research also includes:

• Historical contract data and incumbency analysis

• Agency budget justification documents

• Recompete timelines and contract vehicle strategies

• Program office priorities and mission drivers

This is where patterns emerge — and patterns win contracts.

Understanding the Buyer, Not Just the Bid

Federal buyers aren’t just evaluating solutions; they’re managing risk. Research must uncover:

• What problem the agency is really trying to solve

• What’s broken with the incumbent solution

• How success will be measured post-award

  
  

If you don’t understand the mission, no amount of proposal polish will save you.

The Five Questions Every Opportunity Must Answer

Before committing resources, every potential contract should answer these questions:

Is This Aligned With Our Core Capabilities?

If the work stretches your capabilities, the evaluators will see it — immediately.

Do We Understand the Customer’s Mission?

Not the solicitation language — the mission behind it.

Can We Compete Credibly Against Likely Incumbents?

Hope is not a strategy. Research the competitive landscape honestly.

Is the Contract Vehicle and Set-Aside Advantageous?

The right vehicle can matter as much as the solution.

Does This Support Long-Term Federal Growth?

One-off wins rarely build sustainable pipelines.

How MBA Uses Government Market Research to Improve Win Rates

At MBA, government market research feeds directly into pipeline strategy, capture planning, and proposal execution. We help clients move from reactive bidding to proactive positioning — identifying opportunities early, shaping requirements, and deciding when not to bid.

From Research to Results

Winning federal contracts starts long before an RFP is released. With disciplined government market research, companies stop chasing everything — and start winning the right things.

Book a Strategy Call with MBA!

Let’s talk about how disciplined government market research can help you focus on the right opportunities — and win more of them.