How to Get VA Contracts: Complete Guide to Department of Veterans Affairs Contracting
Step-by-step guide to winning VA contracts. Learn about Veterans First program, VOSB/SDVOSB set-asides, T4NG contract vehicles, and how to bid on $30B+ in annual VA opportunities.
The Department of Veterans Affairs (VA) is the premier federal agency for veteran-owned small businesses. With over $30 billion in annual contract spending and the unique Veterans First Contracting Program that gives VOSB/SDVOSB companies priority over all other set-asides, the VA offers unmatched opportunities for qualified contractors.
Why Pursue VA Contracts:
The VA is unlike any other federal agency due to the Veterans First policy established by the VA Act of 2006. This law mandates that the VA must give contracting preference to veteran-owned small businesses (VOSB) and service-disabled veteran-owned small businesses (SDVOSB) before considering any other contractors, including other small business set-asides.
This means:
- VOSB/SDVOSB get first priority over 8(a), HUBZone, WOSB, and unrestricted competitions
- 3% SDVOSB goal + 10% VOSB goal = 13% of $30B = $3.9 billion targeted to veteran businesses annually
- Sole-source contracts up to $5 million for SDVOSB (no competition required)
- Dedicated small business offices at every VA medical center actively seeking small contractors
- Simplified acquisition procedures for VA contracts under $5 million
The VA operates the largest integrated healthcare system in the United States, with 171 medical centers, 1,113 outpatient clinics, 300+ Vet Centers, and national cemeteries. This creates diverse contracting opportunities across healthcare, facilities maintenance, IT, professional services, construction, and administrative support.
Annual Contract Spending by Category:
- Medical Equipment & Supplies: $8-10 billion (pharmaceuticals, medical devices, PPE, diagnostic equipment)
- Healthcare Services: $6-8 billion (staffing, telemedicine, home health, mental health services)
- IT & Cybersecurity: $4-6 billion (EHR systems, network infrastructure, software development, cybersecurity)
- Facilities & Construction: $5-7 billion (hospital construction, HVAC, janitorial, grounds maintenance)
- Professional Services: $3-5 billion (consulting, training, financial services, HR support)
New contractors should focus on categories where the VA actively seeks small business participation and past performance requirements are reasonable:
Key Tips:
- Focus on your local VA medical center first - they have small business offices actively seeking local contractors and you can build relationships in person
- Get SDVOSB certification if you have any VA disability rating (even 0%) - this unlocks sole-source authority up to $5 million and gives you priority over all other contractors
- Attend VA Vendor Outreach Sessions held monthly at most VA facilities - these events introduce you to contracting officers and upcoming opportunities
- Register in VA Vendor Information Pages (VIP) database at https://www.va.gov/VetBizNet - this is how VA small business offices find contractors
- Start with contracts under $250K where competition is lower and past performance requirements are minimal - build your track record before pursuing larger opportunities
The Veterans First Contracting Program is the most powerful small business preference in federal contracting. It requires VA contracting officers to set aside contracts for VOSB/SDVOSB before considering any other procurement method.
Veterans First Hierarchy (Order of Priority):
This hierarchy means veteran-owned businesses compete primarily against other veteran-owned businesses, not the entire marketplace. For example, if a VA medical center needs janitorial services and there are qualified SDVOSB contractors, it MUST set aside the contract for SDVOSB - it cannot use unrestricted competition or other set-asides.
SDVOSB Sole-Source Authority:
The most valuable benefit of SDVOSB certification is sole-source authority up to $5 million. If a VA contracting officer determines that:
- Only one SDVOSB contractor can meet the requirement
- Price is fair and reasonable
- Contract value does not exceed $5 million
They can award the contract directly to that SDVOSB without competition. This is how many SDVOSB contractors win their first contracts - by being the only qualified contractor in their market for specific services.
Example: A VA medical center in rural Montana needs HVAC maintenance services. There is only one SDVOSB HVAC contractor within 200 miles. The VA can award a 3-year, $2.4 million contract directly to that contractor without posting the solicitation publicly or accepting competitive bids.
How to Position for Sole-Source:
- Niche specialization - Be the only SDVOSB offering a specific service in your region (e.g., elevator maintenance, medical gas systems, specialized IT security)
- Geographic focus - Target rural VA facilities where fewer contractors operate
- Capability statements - Send tailored capability statements to VA small business offices highlighting your unique capabilities
- Relationship building - Attend VA events, introduce yourself to contracting officers, let them know you exist and what you offer
- Quick response - When VA sends sources sought notices, respond immediately with detailed capability information
To participate in VA set-asides, you must be verified in the Veteran Small Business Certification (VetCert) database:
- VOSB: Veteran must own 51%+ and control daily operations
- SDVOSB: Service-disabled veteran (any VA disability rating 0-100%) must own 51%+ and control daily operations
- Verification timeline: 30-90 days from application submission
- Annual recertification: Required to maintain status
- No cost: VA verification is free (unlike SBA certifications)
Market Intelligence:
The VA publishes its contracting goals and actual performance in annual Scorecard reports. Recent data shows:
- SDVOSB goal: 3% (actual: 3.5-4%) = $1.05-1.2 billion annually
- VOSB goal: 10% (actual: 12-15%) = $3.6-4.5 billion annually
- Combined: 13-19% of all VA contracts go to veteran-owned businesses
Key Tips:
- Apply for VetCert verification immediately - the 30-90 day timeline means you should start this before pursuing contracts
- If you have any service-connected disability (even 0%), get your VA disability determination letter and apply for SDVOSB - the competitive advantage is significant
- Focus on categories where SDVOSB contractors are undersupplied: IT security, specialized medical equipment, construction trades, professional services
- Track VA Forecast of Contracting Opportunities at https://www.va.gov/osdbu/ - this shows upcoming contracts 6-12 months in advance
- Join veteran business organizations (VetCert, NVSBC, VETS) for networking, training, and teaming opportunities with other veteran contractors
The VA uses several contract vehicles that streamline procurement and provide multiple-award opportunities for small businesses. Understanding these vehicles helps you identify the fastest path to VA revenue.
T4NG (Transformation Twenty-One Total Technology Next Generation):
T4NG is the VA primary IT contract vehicle for enterprise IT services, supporting the VA Office of Information Technology modernization efforts.
- Contract value: $22.3 billion ceiling over 10 years (2023-2033)
- Small business set-aside: Significant portion reserved for SDVOSB/VOSB
- Categories: Application development, cybersecurity, cloud services, data analytics, IT operations, help desk
- How it works: Prime contractors (large and small) compete for task orders; small businesses can also be subcontractors
- Access: You must be on the T4NG contract to bid on task orders - application windows open periodically
VA Federal Supply Schedule (FSS):
The VA has special ordering procedures under GSA Federal Supply Schedules that give preference to VOSB/SDVOSB contractors.
- How it works: Get on GSA Schedule for your product/service category, then register as VOSB/SDVOSB in VA Vendor Information Pages
- VA FSS priority: VA must prioritize VOSB/SDVOSB GSA Schedule holders over non-veteran contractors
- Categories: Office supplies, furniture, IT hardware/software, medical equipment, janitorial supplies
- Advantage: Simplified procurement - VA can buy directly from your GSA Schedule pricing without full competition
Strategic Acquisition Center (SAC):
SAC manages national VA contracts for medical/surgical supplies, pharmaceuticals, and equipment. These are often multi-year, multi-million dollar contracts.
- Contract value: $5-10 billion annually in medical supplies and equipment
- Small business opportunities: SAC sets aside portions of large contracts for small businesses, particularly SDVOSB
- How to compete: Monitor SAC solicitations at https://www.va.gov/oal/business/sac/
- Teaming: Large SAC contracts often require teaming - small businesses team with manufacturers or distributors as dealers/resellers
- VIP database: Register at https://www.va.gov/VetBizNet to be found by VA small business offices for local contracts
- VA eBuy: Electronic platform for posting and responding to requests for quotations (RFQs) under GSA Schedules
- IDIQ contracts: Indefinite Delivery, Indefinite Quantity contracts at individual VA facilities for recurring services (janitorial, landscaping, IT support)
Key Tips:
- VIP database registration is critical - VA small business offices use this to search for local VOSB/SDVOSB contractors when planning acquisitions
- For IT contractors: Monitor T4NG task order releases and consider subcontracting to prime contractors already on the vehicle while you wait for on-ramp opportunities
- Get on GSA Schedule if you sell products or commercial services - VA uses GSA Schedules heavily and gives VOSB/SDVOSB priority
- SAC contracts are large but accessible through teaming - partner with manufacturers or distributors to compete for medical supply contracts
- Attend VA National Veteran Small Business Engagement (NVSBE) conference annually - largest VA contracting event with networking and training
How long does it take to win your first VA contract?
Most SDVOSB/VOSB contractors win their first VA contract within 6-12 months of active pursuit. This timeline includes: 30-90 days for VetCert verification, 2-4 months identifying and pursuing opportunities, 2-4 months from proposal to award. Contractors focusing on local VA medical centers and contracts under $250K typically see faster results. Building relationships with VA small business offices accelerates the timeline significantly.
Do I need a security clearance for VA contracts?
Most VA contracts do not require security clearances. Healthcare, facilities, and administrative contracts are typically unclassified. Some IT and cybersecurity contracts may require background checks or Public Trust clearances, but these are easier to obtain than DoD Secret/Top Secret clearances. Start with unclassified contracts to build past performance, then pursue clearance-required contracts if your business strategy calls for it.
What is the difference between VOSB and SDVOSB certification?
VOSB certification requires that the business is 51%+ owned and controlled by a veteran. SDVOSB certification requires 51%+ ownership and control by a service-disabled veteran (any VA disability rating from 0% to 100%). SDVOSB has significant advantages: sole-source authority up to $5 million, first priority in Veterans First hierarchy, and access to SDVOSB-specific set-asides. If you qualify for SDVOSB, always choose SDVOSB over VOSB-only certification.
Can I get SDVOSB certification with a 0% disability rating?
Yes. Any service-connected disability rating from the VA (0% to 100%) qualifies you for SDVOSB certification. Even a 0% rating means you have a service-connected condition documented by the VA, which meets the eligibility requirement. You will need your VA disability determination letter as part of the VetCert application.
What are the best types of VA contracts for new contractors?
Start with local service contracts at your nearest VA medical center: janitorial and facilities maintenance ($500K-$2M), IT support and help desk ($250K-$2M), grounds keeping and landscaping ($200K-$1M), medical equipment supply ($100K-$1M). These contracts have lower past performance requirements, local preferences, and recurring opportunities. Avoid large construction or complex healthcare contracts until you have established past performance.
How much does VetCert verification cost?
VetCert verification is completely free. The VA and SBA do not charge any fees for VOSB or SDVOSB verification. Beware of third-party companies claiming to expedite verification for a fee - they cannot speed up the process, and verification is free if you apply directly at veterans.certify.sba.gov. Budget 30-90 days for the verification process to complete.
Can I stack VA contracts with other certifications like 8(a) or HUBZone?
Yes. You can hold SDVOSB/VOSB certification simultaneously with 8(a), HUBZone, WOSB, and other certifications. For VA contracts, SDVOSB/VOSB takes priority due to Veterans First. For contracts with other federal agencies (DoD, HHS, NASA), your other certifications apply. Certification stacking increases your total addressable market significantly - each additional certification opens 50-100% more opportunities.
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