Overcoming the Fear of Government Contracting
The California Gold Rush of Contracting—Without the Guesswork
If you’re a small business in Los Angeles or Orange County, government contracting can feel like a black box—paperwork, portals, acronyms, and rules that seem designed to trip you up. That fear is real, and it keeps too many capable businesses from accessing steady, clearly defined work with public agencies.
Here’s the truth: across LA, Orange County, and California state agencies, thousands of opportunities are published every year. Awards are made in two primary ways: (1) directly to small firms—especially for lower-dollar, specialized, or best-value purchases—and (2) to larger prime contractors who build teams that include qualified small businesses as subcontractors. Either path is viable. This post will give you proof, practical first steps, and mindset shifts to replace fear with readiness.
Part 1: The Myth vs. Reality
Myth 1: “It’s too complicated.”
Reality: The portals themselves—Orange County Transit Authority (OCTA), WebVen, RAMP LA, and Cal eProcure—aren’t complicated once you know what information they require. The real challenge is having all your business details ready to enter. Most registrations don’t require forms; instead, they request information such as your business license number, corporate number, Tax ID, and certifications.
That’s where a simple Portal Prep Checklist comes in handy:
Portal Prep Checklist
Before you register in WebVen, RAMP LA, OCTA, or Cal eProcure, have these details ready:
Business license number + expiration
Business type (LLC, Corp, Sole Prop)
Corporate number & Tax ID number
Point of Contact info
DIR registration (if construction)
Certifications (DBE, SBE, MBE, etc.)
👉 Pro Tip: With this info in one place, portal registration usually takes 20–30 minutes.
This is just one part of getting your house in order. Download the complete Business Readiness Checklist on the Resources Page.
Myth 2: “I’m too small.”
Reality: Most small businesses enter government contracting as subcontractors to primes that are actively looking for partners. In fact, many large projects in LA/OC require prime contractors to demonstrate small business participation.
One of the most common systems you’ll encounter is PlanetBids. Dozens of California agencies, including the City of Long Beach and the City of Anaheim, use PlanetBids to post opportunities and host vendor directories. The catch? Each agency has its own PlanetBids portal, so you may need to maintain multiple accounts if you want to be seen by different buyers.
Where Primes Look for Subs
PlanetBids
Certification Lists
Agency/Prime Portals
Other Portals & Tools
👉 Tip: Aim to cover all three — PlanetBids, certifications, and agency/prime portals — so you’re visible where it counts.
To make yourself visible to primes and agencies, cover three angles:
1. Certification Lists (Public, Free):
CUCP – California Unified Certification Program (DBE/ACDBE)
CA DGS – Small Business (SB) and DVBE
Metro – SBE/DBE/MBE/WBE directory
City of LA RAMP – Vendor directory
2. Agency Portals (Public, Free):
LA County WebVen
PlanetBids agency portals (Long Beach, Anaheim, many others)
OCTA CAMMNET
3. Prime Portals & Paid Tools:
Prime Contractor Portals: Large primes like Skanska, Turner, Clark, PCL, and Hensel Phelps maintain their own vendor outreach portals. Registering here allows them to pull your info when assembling bid teams.
VendorLine: A paid tool that consolidates many (but not all) PlanetBids agency portals into one profile. It saves time, but you’ll still need individual accounts for agencies not covered.
Industry Tools: Blue Book (Dodge) is widely used for construction trades, while Deltek GovWin is more common in professional services.
Bid Notification Services: Tools like BidMail provide alerts with project details, bid dates, and general contractor information. They help subcontractors spot opportunities early without having to search multiple agency sites. Other professional service providers use tools like BidNet Direct, FindRFP, or RFPMart to track commercial and public sector opportunities.
Example of a BidMail notification. Paid tools list general contractors seeking subs for upcoming public sector and commercial projects. (Project details redacted in this screenshot.)
Takeaway: You’re not “too small”—but you are invisible to primes until you’re in the directories and portals where primes and agencies actually look. Start with certifications and free portals, then layer in prime portals or VendorLine if you want a broader reach.
Myth 3: “Only big companies get contracts.”
Reality: Large firms may hold the prime contracts, but they rarely perform every scope themselves. They actively seek out small businesses — especially certified ones — to help them deliver.
One of my clients, a woman-owned business in a non-traditional service area, was approached by a prime contractor on a Metro project. Initially, the prime assigned her occasional small tasks; he encouraged her to get certified. Once I helped her complete her certification application, the prime added her company as an official subcontractor for the duration of a multi-year contract.
Proof: Her size didn’t hold her back — in fact, it was her certification and niche service that made her indispensable to the prime.
“Primes aren’t just looking for big partners—they’re looking for certified, capable small businesses.”
Myth 4: “If I bid and lose, I wasted my time.”
Reality: A lost bid isn’t wasted effort — it’s market research and visibility you didn’t have before. Every submission sharpens your process, builds your reputation with agencies and primes, and shows you where you’re competitive.
It’s true: some statistics show it can take up to 24 months of consistent bidding before a small business wins its first contract as a prime. That’s why jumping straight into prime bids isn’t always the smarter move.
Subcontracting gives you a faster, more reliable entry point. You gain past performance, relationships, and credibility without carrying the full compliance burden of being the prime.
One of my clients discovered this firsthand. Several prime contractors kept my client engaged on projects because of their reliability and niche expertise. As a result, the company achieved both financial and business success as a subcontractor—and realized they didn’t need to be the prime contractor to grow.
“Subcontracting isn’t second place—it’s a strategy.”
Not every business is ready for the government marketplace — and that’s okay. If the idea of investing time, losing a bid, and treating it as part of the learning curve doesn’t sit well, government contracting may not be the right fit just yet
That’s why I created “Is GovCon Right for Your Business?” — a free guide to help you assess your fit, capacity, and mindset. It’s a quick way to determine whether government contracting is the right growth strategy for you now or something to plan for in the future.
👉 Download Is GovCon Right for Your Business? and other free tools on the Resources page.
Prime vs. Sub: Time to Your First Win
Comparison of prime contractor vs. subcontractor paths to a first contract win.
👉 Takeaway: Subcontracting can help you grow faster and build consistency, even if you’re not ready to prime.
Myth 5: “One compliance mistake could wreck everything.”
Reality: Most compliance mistakes don’t end a business, but they can cost you — from losing out on a bid to delaying payment or damaging credibility with a prime. The real risks come with bigger lapses, like expired insurance or no safety program in place.
The solution isn’t fear, it’s systems: organized files, renewal reminders, and simple checklists. With those in place, compliance becomes routine instead of a roadblock.
“Compliance isn’t about perfection—it’s about preparation.”
Part 2: Your Three Pillars of Readiness
Now that you’ve seen the myths for what they are, it’s time to focus on the three pillars that will keep you grounded and confident as you step into the government contracting marketplace.
Pillar 1: Get Your House in Order (Foundations)
Your paperwork is your proof. Licenses, insurance, certifications, and financial basics aren’t barriers — they’re what agencies and primes look for to know you’re credible. (This ties back to Myths 1 and 5: the “complexity” and “compliance” fears disappear when your documents are organized and up-to-date.)
Pillar 2: Know Your Role (Subcontracting)
Most small businesses succeed faster as subcontractors. Joining a prime’s team shortens the learning curve, reduces the 24-month wait many face as primes, and builds past performance you can leverage later. (This directly addresses Myths 2, 3, and 4: you’re not too small, you don’t need to chase prime contracts to succeed, and subcontracting isn’t wasted time.)
Pillar 3: Shift Your Mindset (Momentum)
Government contracting is a long game. Success comes from steady action: registering in portals, attending vendor days, connecting with primes, and responding to opportunities even when you don’t win right away. (This reframes Myth 4: a bid loss isn’t wasted time — it’s progress that builds momentum.)
Part 3: Your First 3 Steps This Month
If fear has kept you from moving forward, here are three simple steps you can take in your first month to start building confidence:
Step 1: Get listed where it counts.
Complete at least one portal registration — OCTA, WebVen, RAMP LA, or Cal eProcure — so you’re visible to agencies and primes.
Step 2: Organize your essentials.
Compile an electronic or hard copy of your business license, insurance certificate, tax ID, and capability statement into a single folder. Having them ready makes every next step easier.
Step 3: Show up once.
Attend a pre-bid meeting, vendor day, or matchmaking event in LA or Orange County. Just being in the room helps you hear how the process works and allows you to connect with the people who make decisions— and it sets the stage for making this a regular practice.
👉 None of these steps requires a full proposal. They’re low-risk ways to replace fear with progress.
These three actions are just a starting point. Once you’ve taken them, you’ll be ready to shift from fear into steady progress — and that’s where building real systems comes in.
From Fear to Readiness
Fear is a signal—it’s telling you to prepare, not retreat. Every client I’ve watched level up in LA/OC has followed the same path: build a solid foundation, start with a right-sized role (often as a subcontractor), and maintain a steady weekly rhythm. One small win leads to another. Confidence follows systems.
Start by downloading the Business Readiness Checklist to make sure your foundation is solid. Then, when you’re ready to build momentum, grab the 7-Day GovCon Readiness Plan for daily, practical steps.
👉 Both resources are free with email sign-up on our Resources Page.
Let’s get your house in order—because readiness is your best strategy.
– Stephanie
About Stephanie:
Stephanie Clark-Ochoa is a Government Procurement Strategist and founder of Clark-Ochoa Business Services. Through Help 4 LA Subs, she provides practical tools and insights to help micro and small businesses in the Greater Los Angeles area become government-ready and thrive in public contracting.
Disclaimer: This post is for informational purposes only and does not constitute legal, financial, or professional advice. Please consult a qualified advisor before making decisions specific to your business.
🔜 Next Week on the Blog: We’ll cover the 10 legal and financial basics every new subcontractor must handle first — from licenses and insurance to accounting systems — so you can bid with confidence.