Breaking into the world of federal contracting for training and workforce development can feel like trying to learn a new language — one filled with acronyms, regulations and opaque processes. But for small businesses, especially veteran-owned and women-owned enterprises, federal contracts represent a powerful pathway to sustainable growth, community impact and national contribution.
The federal government offers plenty of opportunities in training and workforce development. In fact, a 2022 budget report from Credential Engine estimated that for the federal civilian workforce (outside education), workplace training spending was around $1.2 billion for 2017.
After years navigating this space as both a veteran and a small business owner, I want to pull back the curtain and help those providing training services better understand the contracting process — starting with those three little letters that tend to intimidate newcomers: RFI, RFP and RFQ.
Understanding the Alphabet Soup: RFI, RFP, RFQ
RFI — Request for Information
Think of an RFI as market research. The government uses RFIs to gather intel on the capabilities of industry suppliers. Responding to an RFI doesn’t mean a contract is up for grabs — yet. It’s your opportunity to introduce your company, showcase your niche and help shape how a future procurement might be designed. Smart contractors use RFIs to build relationships early and influence acquisition strategies before requirements are locked in.
RFP — Request for Proposal
This is the main event. An RFP signals that an agency is ready to buy and is seeking detailed proposals explaining how you’ll meet their training or workforce development needs, at what cost and with what qualifications. RFPs require a narrative, your technical approach, past performance, management structure and pricing. This is where many small businesses get overwhelmed — but it’s also where they can shine, if prepared.
RFQ — Request for Quote
More streamlined than an RFP, an RFQ is a simpler, faster process and is typically used for smaller, lower-cost purchases, often those below the federal Simplified Acquisition Threshold. These don’t always require full-blown proposals. Instead, they ask for pricing, basic capabilities and turnaround time. For small businesses starting out, RFQs can be a manageable entry point into federal sales.
Small Business, Big Impact: How to Compete With the Majors
It’s easy to look at billion-dollar prime suppliers and feel like the odds are stacked against you. But small businesses are the priority in many federal acquisitions, particularly in training and workforce development. The government sets aside billions in contracts specifically for small, veteran-owned, women-owned, HUBZone, and 8(a) businesses each year. The key is preparation and positioning.
Here’s how you can start competing:
1. Understand Your NAICS Codes and Certifications
Make sure your SAM.gov profile is accurate, with the right North American Industry Classification System (NAICS) codes. Certifications like SDVOSB, WOSB, and HUBZone are more than badges; they unlock exclusive set-aside opportunities.
2. Respond to RFIs Strategically
Even if you’re not ready to prime a contract, responding to an RFI plants a seed. It shows your interest, introduces your capabilities and may get you invited to future “Industry Days” or presolicitation meetings.
3. Build a Proposal Library
Winning federal work requires a repeatable system. Start collecting resumes, past performance references, company bios and standard pricing models. Use each bid to refine your templates and approach.
4. Team Smartly
If you’re not ready to prime, subcontract. Find larger firms aligned with your niche and certifications and offer value they can’t replicate. Past performance gained this way still counts toward your future bids.
5. Attend Industry Events
Agencies host matchmaking events, industry conferences and small business outreach days. I’ve met contracting officers who remember me from years prior. Those relationships matter when your name appears on a proposal.
Closing Thoughts: Opportunity Favors the Prepared
Federal contracting for training and workforce development is not a mystery; it’s a method. And once you understand the rules, you can build a repeatable strategy that levels the playing field.
My advice to small businesses: Don’t wait until you feel “ready.” The path is learned by walking it. Start with an RFI. Attend an industry day. Introduce your company to contracting officers, large primes and small business offices. Success comes from building capability, trust and resilience, not just chasing contracts.
Small businesses bring innovation, agility and heart. It’s time more of us stepped confidently into the federal arena for training and workforce development opportunities.
