VOSB Contracts: 5 Steps for Veterans in 2026

I remember sitting across from Marcus in my office at the Perimeter Center, just off I-285. He was a former Marine Corps Logistics Officer – sharp, disciplined, and with a business idea he truly believed in: a specialized cybersecurity firm. He called it “Sentinel Secure.” The problem? He had the technical chops, the team, and a solid plan, but the world of government contracting felt like a fortified bunker he couldn’t breach. He’d spent months trying to understand SAM.gov, the labyrinthine federal procurement portal, and every proposal he submitted felt like it vanished into a black hole. Marcus was frustrated, almost ready to throw in the towel, despite knowing his company could genuinely protect critical infrastructure. This isn’t just Marcus’s story; it’s a common one for many veterans transitioning into entrepreneurship, particularly those looking to capitalize on their unique skills and the advantages afforded to them, and more.

When Marcus first came to me in early 2025, Sentinel Secure was just under a year old. He had secured a few small private contracts, enough to keep the lights on, but his vision was always larger: to serve the federal government, protecting the very nation he had sworn to defend. He knew about the Service-Disabled Veteran-Owned Small Business (SDVOSB) program, but the application process for verification through the Department of Veterans Affairs (VA) — now managed by the Small Business Administration (SBA) as of 2023 — seemed designed to confuse. “I’ve got my DD-214, my disability rating, everything,” he told me, running a hand through his closely cropped hair, “but the forms, the certifications, it’s a nightmare. I’m spending more time on paperwork than on growing my business.”

My team and I specialize in helping veteran-owned businesses navigate these exact challenges. My first piece of advice to Marcus, and frankly to any veteran entrepreneur, is to understand that the government wants to do business with you. Federal agencies have mandated goals for contracting with SDVOSBs and VOSBs (Veteran-Owned Small Businesses). According to the latest data from the SBA Office of Government Contracting & Business Development, the federal government exceeded its 3% SDVOSB contracting goal in Fiscal Year 2024, awarding over $28 billion to these businesses. That’s a massive pie, but you need the right fork to eat it.

The initial hurdle for Marcus was getting his SDVOSB status properly verified. For years, this was handled by the VA’s Center for Verification and Evaluation (CVE). However, with the implementation of the SBA’s Veteran Small Business Certification Program (VetCert), the process has been streamlined and centralized within the SBA. “Forget what you think you know about the old VA process,” I told him. “The SBA now handles all VOSB and SDVOSB certifications.” We meticulously reviewed Sentinel Secure’s organizational documents, ensuring Marcus, as the service-disabled veteran, maintained unconditional ownership of at least 51% of the company, controlled daily operations, and held the highest officer position. This sounds straightforward, but often, partnership agreements or initial investment structures can inadvertently disqualify a business. We found a minor clause in his operating agreement that needed adjusting to reflect his ultimate control more explicitly. It was a subtle but critical detail that could have sunk his application.

Once the ownership and control structure was solid, the next big step was the System for Award Management (SAM.gov). This isn’t just a registration portal; it’s the gateway to federal contracts. Every federal contractor, large or small, must be registered here. Marcus had registered, but his profile was incomplete, and frankly, a bit generic. “Think of your SAM profile as your online resume for the federal government,” I explained. “It needs to be detailed, searchable, and highlight your unique capabilities.” We optimized Sentinel Secure’s profile with specific NAICS codes (North American Industry Classification System codes) relevant to cybersecurity, like 541519 (Other Computer Related Services) and 541512 (Computer Systems Design Services), and added a comprehensive capability narrative. This narrative isn’t just a paragraph; it’s a strategic marketing tool outlining your company’s core competencies, past performance, differentiators, and relevant experience. Many veterans, like Marcus, underplay their military experience, failing to translate it into civilian business terms. His logistical expertise in the Marines, for instance, translated directly into robust project management and supply chain security—critical for federal cybersecurity contracts.

One of the biggest mistakes I see businesses make on SAM.gov is not keeping their information current. It’s an annual renewal, and missing it means you’re ineligible for new contracts. I had a client last year, a fantastic construction firm run by a former Army engineer, who missed his SAM renewal by two weeks. He lost out on a lucrative contract with the Department of Defense because his status became inactive. It was a painful, entirely avoidable lesson.

With his SDVOSB certification in progress and his SAM profile polished, Marcus still needed to identify actual contract opportunities. This is where tools like Contract Opportunities on SAM.gov (formerly FBO.gov) and various agency-specific procurement portals come into play. We set up saved searches for him, focusing on cybersecurity contracts in Georgia and the broader Southeast, filtering by SDVOSB set-asides. These set-asides are gold for veteran-owned businesses – they restrict competition to only certified SDVOSBs, dramatically increasing your chances.

But finding opportunities is one thing; winning them is another. This brings us to the importance of a compelling capability statement. This is a one-page marketing document that succinctly tells federal buyers who you are, what you do, and why they should choose you. Marcus’s initial capability statement was a bulleted list of services. We transformed it into a powerful narrative, highlighting Sentinel Secure’s unique value proposition: a team of cleared cybersecurity experts, many of whom were veterans themselves, bringing a mission-first mentality to protecting federal assets. We included his DUNS number (now a 12-digit Unique Entity Identifier or UEI, issued by SAM.gov), NAICS codes, CAGE code, and contact information prominently. More importantly, we added specific examples of past performance, even from his smaller private contracts, demonstrating his team’s expertise in areas like penetration testing, incident response, and compliance with NIST (National Institute of Standards and Technology) frameworks.

“Nobody tells you this,” I once remarked to Marcus, “but government contracting is as much about relationships as it is about capability. You need to get in front of the right people.” We started attending virtual and in-person matchmaking events hosted by the SBA, the Georgia Department of Veterans Service, and even specific agencies like the Department of Homeland Security in Atlanta. These events connect small businesses directly with federal contracting officers. Marcus, initially hesitant, found these interactions invaluable. He learned what agencies were really looking for, beyond the written solicitation. He even made a connection with a contracting specialist at the Centers for Disease Control and Prevention (CDC) in Atlanta who was actively seeking SDVOSBs for IT security upgrades.

Expert analysis consistently shows that mentorship dramatically increases a veteran entrepreneur’s success rate. A report by the Institute for Veterans and Military Families (IVMF) at Syracuse University (https://ivmf.syracuse.edu/) highlighted that veteran entrepreneurs who seek support from organizations like the SBA or SCORE are significantly more likely to still be in business five years later. I strongly encouraged Marcus to engage with SCORE mentors specializing in government contracting. They provided an additional layer of guidance, helping him refine his proposal writing and pricing strategies.

Fast forward to late 2025. Marcus’s SDVOSB certification was approved. His SAM.gov profile was robust, and his capability statement was polished. He’d submitted several proposals, learning from each rejection, refining his approach. Then, he landed it: a small, but significant, contract with the CDC to conduct a security audit of a specific internal network. It was a six-month project, valued at $150,000. It wasn’t the multi-million dollar contract he initially dreamed of, but it was a foot in the door.

This first win was a monumental turning point. It gave Sentinel Secure crucial past performance data for future proposals. They executed the contract flawlessly, exceeding expectations. This led to a follow-on task order, and the contracting officer at CDC even provided a positive reference. Marcus began to understand that government contracting is a marathon, not a sprint. It’s about building a reputation, delivering on promises, and consistently demonstrating value. He’s now actively pursuing larger opportunities, leveraging his established past performance and growing network. His journey underscores that success in this arena demands meticulous preparation, strategic networking, and unwavering persistence, especially for those who have already served our nation. For more insights into policy shifts that could impact your business, consider reading about 2026 policy clarity for vets.

To truly thrive, veteran entrepreneurs must embrace the structured world of federal procurement, understand the nuances of certification, and relentlessly pursue opportunities. The government contracting space is vast, presenting significant opportunities for those who understand how to navigate it effectively. It’s also crucial to stay informed about broader policy changes that could affect your operations, such as GA policy changes you need in 2026. Understanding the evolving landscape of mastering policy changes for 2026 is key to sustained success.