Most small businesses take 12-18 months to win their first government contract. This case study shows how one manufacturer compressed that timeline to just 90 days by following a focused, strategic approach. While not every business can replicate this speed, the principles and methodology are universally applicable.
The Company
Profile:
Small precision machining company in the Mid-Atlantic region25 employees$3.5 million annual revenue (all commercial)ISO 9001:2015 certifiedModern CNC equipment (5-axis machining capability)No prior government contracting experience
Goal: Enter the defense contracting market to diversify revenue and access long-term contracts.
The 90-Day Journey
Days 1-10: Foundation Sprint
Day 1-2: Strategic Assessment
KDM conducted a comprehensive readiness assessmentIdentified strengths: quality certification, modern equipment, skilled workforceIdentified gaps: No SAM.gov registration, no CMMC, no capability statementDeveloped a 90-day action plan with weekly milestones
Day 3-5: Registration
Initiated SAM.gov registration (expedited processing)Identified optimal NAICS codes: 332710 (Machine Shops), 332721 (Precision Turned Products)Registered on DSBS (Dynamic Small Business Search)Set up saved searches on SAM.gov for relevant opportunities
Day 6-10: Capability Statement
Developed a professional capability statement highlighting: - 5-axis CNC machining capability
- ISO 9001:2015 certification
- Tight tolerance expertise (±0.0001")
- Materials experience (aluminum, titanium, stainless steel, Inconel)
- Quick-turn prototype capability
Days 11-25: CMMC and Certification Sprint
Day 11-15: CMMC Level 1 Assessment
Conducted gap analysis against 17 Level 1 practicesFound 12 of 17 already in place (strong IT infrastructure)Identified 5 gaps requiring remediation
Day 16-20: CMMC Remediation
Implemented multi-factor authenticationUpdated access control proceduresEnhanced media sanitization proceduresDocumented physical security measuresCreated incident response plan
Day 21-25: Self-Assessment and SPRS Submission
Completed formal self-assessmentDocumented all 17 practices with evidenceSubmitted SPRS scoreAchieved CMMC Level 1 compliance
Days 26-45: Market Research and Relationship Building
Day 26-30: Opportunity Research
Analyzed USAspending.gov for machining contracts in the regionIdentified 3 military installations within 100 milesFound 5 upcoming solicitations matching capabilitiesResearched incumbent contractors and pricing
Day 31-35: PTAC Engagement
Connected with local Procurement Technical Assistance CenterReceived counseling on government contracting proceduresGot introductions to contracting officers at nearby installationsAttended a PTAC-hosted matchmaking event
Day 36-40: Prime Contractor Outreach
Registered on Lockheed Martin and Northrop Grumman supplier portalsSent capability statements to 5 prime contractor small business officesAttended a virtual supplier diversity eventScheduled 2 capability briefings
Day 41-45: Agency Engagement
Attended an industry day at a nearby military installationMet contracting officers and end usersLearned about upcoming simplified acquisition needsProvided capability statement and business cards
Days 46-70: Opportunity Pursuit
Day 46-50: First Solicitation Response
Identified a simplified acquisition ($150,000) for precision machined aluminum housingsSolicitation was a small business set-asideRequirement matched capabilities perfectlyTimeline: 30-day response period
Day 51-60: Proposal Development
Developed technical approach demonstrating machining expertisePrepared competitive pricing based on market researchCompiled quality documentation and certificationsIncluded capability statement and equipment listKDM reviewed and refined the proposal
Day 61-65: Proposal Submission
Submitted proposal 5 days before deadlineIncluded all required representations and certificationsProvided references from commercial customersFollowed up to confirm receipt
Day 66-70: Evaluation Period
Responded to one clarification question within 24 hoursProvided additional equipment specifications as requestedMaintained communication with contracting officer
Days 71-90: Award and Execution
Day 71-75: Award Notification
Received notification of contract award$142,000 firm fixed-price contract6-month performance periodFirst delivery due in 60 days
Day 76-80: Post-Award Setup
Attended post-award conferenceSet up invoicing proceduresOrdered raw materialsProgrammed CNC machines for first articles
Day 81-90: Production Launch
Completed first article inspectionSubmitted first article reportReceived approval to proceed with productionBegan full production run
Key Success Factors
1. Existing Quality Foundation
The company's ISO 9001 certification and modern equipment meant they were already producing defense-grade quality. They didn't need to build a quality system from scratch.
2. Strategic NAICS Selection
Choosing NAICS 332710 (Machine Shops) with a 500-employee size standard ensured small business eligibility and access to set-aside opportunities.
3. Geographic Advantage
Proximity to military installations created opportunities for simplified acquisitions where local sourcing was preferred.
4. Right-Sized First Opportunity
A $142,000 simplified acquisition was the perfect first contract:
Below the simplified acquisition threshold (less paperwork)Small business set-aside (limited competition)Within their technical capabilityManageable risk for a first government contract
5. Expert Guidance
KDM's methodology compressed the learning curve:
Avoided common registration mistakesFocused on the right opportunitiesProvided proposal review and refinementFacilitated introductions and relationships
What Happened Next
6 Months After First Award
Delivered all items on time with zero defectsReceived "Exceptional" past performance ratingWon a second contract ($280,000) from the same installationBegan pursuing opportunities at two additional installations
12 Months After First Award
Government revenue: $750,000 (3 active contracts)Began CMMC Level 2 preparationRegistered on 3 prime contractor supplier portalsReceived first subcontract from a Tier 1 defense company
24 Months After First Award
Government revenue: $2.1 million (7 active contracts)Achieved CMMC Level 2 certificationHired 8 additional machinistsInvested $500,000 in new equipmentGovernment work now represents 40% of total revenue
Lessons for Your Business
Start with what you have — Don't wait until everything is perfectFocus on simplified acquisitions — Lower barrier to entryLeverage geographic proximity — Local sourcing is valuedGet expert help — The right guidance saves monthsDeliver excellence on your first contract — It sets the trajectory for everything that follows
Conclusion
Ninety days from registration to award is aggressive but achievable for businesses with the right foundation and guidance. The key is to start with existing strengths, focus on accessible opportunities, and execute flawlessly. Your first contract is the hardest to win—after that, momentum takes over.
Ready to Take the Next Step?
Whether you're a small manufacturer seeking defense contracts, a government buyer looking for qualified suppliers, or a business owner pursuing CMMC certification, KDM & Associates and the V+KDM Consortium are here to help.
Join the KDM Consortium Platform today:
Schedule a free introductory session to learn how we can accelerate your path to government contracting success.
Whether you're a small manufacturer seeking defense contracts, a government buyer looking for qualified suppliers, or a business owner pursuing CMMC certification, KDM & Associates and the V+KDM Consortium are here to help.
Join the KDM Consortium Platform today:
[Register as a Supplier (SME)](/register?type=sme) — Get matched with government contract opportunities, access capacity-building resources, and connect with prime contractors.[Register as a Government Buyer](/register?type=buyer) — Discover qualified, defense-ready small businesses and streamline your procurement process.
*Schedule a free introductory session to learn how we can accelerate your path to government contracting success.*
