How Small Businesses Win Government Recruiting Contracts
- McKenzie Recruiting
- 1 day ago
- 3 min read
Government contracting can feel like an intimidating world to break into — especially for small recruiting and staffing firms. The processes are different, the language is different, and the path to your first contract isn't always obvious.
But the opportunity is significant. The federal government spends billions annually on staffing and recruiting services, and a growing share of those contracts are specifically set aside for small businesses and women-owned firms.
Here's what small recruiting businesses need to know to get started.
STEP 1 | Get Registered in SAM.gov Before you can do any business with the federal government — directly or as a subcontractor — your company needs to be registered at SAM.gov. Registration is free and takes 7–10 business days. Once registered you'll receive a Unique Entity Identifier (UEI) and CAGE code — both required for government contracting. Registration must be renewed annually. |
STEP 2 | Identify Your NAICS Codes NAICS codes tell the government what type of work your business does. For recruiting firms, the most relevant are: 561311 — Employment Placement Agencies (primary), 561320 — Temporary Help Services, and 541612 — Human Resources Consulting Services. Make sure these are in your SAM.gov profile and on your website. |
STEP 3 | Pursue Small Business Set-Aside Certifications Set-aside contracts are reserved for businesses that meet certain criteria. Women-Owned Small Business (WOSB) certification opens access to contracts specifically reserved for women-owned firms. Small Business (SB) status gives you access to set-asides representing a significant portion of all federal procurement. The earlier you pursue these the sooner you can compete. |
STEP 4 | Get Listed in the Dynamic Small Business Search The SBA's DSBS at dsbs.sba.gov is a free database that prime contractors and agencies use to find small business subcontractors. Creating a complete, keyword-rich profile puts you in front of prime contractors actively looking for recruiting subcontractors — one of the fastest ways to get visibility before you have a contract of your own. |
STEP 5 | Start as a Subcontractor For most small recruiting firms, the fastest path to government revenue is becoming a subcontractor under an existing prime. Large staffing firms that hold government contracts frequently need subcontractors to support candidate sourcing and surge hiring. Research prime contractors on USASpending.gov, look for firms in your NAICS codes, and reach out to their business development teams. |
STEP 6 | Understand What Government Clients Look For Government clients evaluate recruiting subcontractors on past performance, documented processes, compliance awareness (EEO, veteran hiring, DEIA), and reliability. Being known as a responsive, organized partner with strong credentials is a genuine competitive advantage. |
The Long Game
Breaking into government contracting takes time — but the contracts tend to be longer-term, more stable, and less subject to the economic swings that affect private sector hiring.
The key is to start building the infrastructure now: get registered, get certified, get listed, and start building relationships with prime contractors. The firms that win government recruiting contracts consistently are the ones that laid the groundwork before the opportunity appeared.
How McKenzie Recruiting Supports Government Clients
McKenzie Recruiting LLC is a SAM.gov registered, women-owned small business providing recruiting, talent acquisition, and workforce solutions for federal agencies, prime contractors, and public sector organizations.
Our NAICS codes are 561311, 561320, and 541612. We hold certifications as a Certified Technical Recruiter, Certified Military Veteran Recruiter, and Certified Diversity & Inclusion Recruiter — directly supporting the veteran hiring mandates and DEIA workforce goals that government clients prioritize.
We are actively pursuing WOSB certification and welcome teaming and subcontracting conversations with prime contractors.
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