1. Get Your Paperwork in Order

Before you even think about bidding on a contract, make sure your business is fully compliant. Here’s what you’ll typically need:

• A valid USDOT and MC number

• Proper insurance coverage (often with higher limits than private contracts)

• A clean safety and compliance record

• Business licenses and incorporation documents

• A D-U-N-S Number (required for federal contracts)

• Registration with the System for Award Management (SAM.gov)

Pro tip: Double-check the exact requirements for the level of government you’re targeting—local, state, or federal.

2. Get Certified

For many small businesses, certifications can open doors. Consider these:

• DBE (Disadvantaged Business Enterprise)

• WOSB (Women-Owned Small Business)

• 8(a) Business Development Program

• Veteran-Owned Business (VOSB)

These certifications can make you eligible for set-aside contracts or give you a competitive edge.

3. Research Opportunities

Knowing where to look is half the battle. Here are some go-to resources:

• SAM.gov (for federal contracts)

• State and local procurement websites (every state has one)

• FedBizOpps (now integrated with SAM.gov)

• Local government portals and city bidding boards

• PTAC (Procurement Technical Assistance Centers) – these centers offer free help with finding and applying for contracts

4. Build Relationships

Networking is powerful in the contract world:

• Attend local government procurement events

• Join local chambers of commerce or trucking associations

• Connect with government procurement officers

• Partner with larger firms as a subcontractor

Sometimes, a small job or subcontracting opportunity can lead to bigger things down the road.

5. Bid Smart, Not Just Low

Government contracts often go to the lowest responsible bidder—meaning price matters, but so does your ability to deliver. Make sure your bid:

• Clearly outlines your capabilities

• Meets all requirements and deadlines

• Shows your past performance (if applicable)

• Highlights your certifications, if you have them

Don’t just undercut the competition. That can backfire if you can’t meet the obligations at that price.

6. Be Persistent and Professional

Winning your first contract may take time. Keep bidding, follow up professionally, and keep improving your proposals. Treat every interaction like a future opportunity—even if you don’t win the bid.

Final Thoughts

Winning local and government trucking contracts takes some groundwork, but the payoff is worth it. Start by getting your business compliant, look for the right opportunities, and build relationships in your area. With patience and persistence, you’ll start landing contracts that can take your trucking business to the next level.