There’s a remarkable amount of misinformation circulating about the process of selling to the VA. Many businesses, especially small and veteran-owned enterprises, overlook the Department of Veterans Affairs (VA) as a potential client, often deterred by perceived complexities or misconceptions about the market. However, the VA represents a significant and consistent financial opportunity for businesses willing to learn the ropes of government contracting and cater to the needs of our nation’s veterans.
Key Takeaways
- Small and veteran-owned businesses receive significant preference in VA contracting, with specific set-asides making competition manageable.
- The VA procures a vast array of goods and services, extending far beyond medical supplies to include construction, IT, and administrative support.
- Understanding the registration process, particularly with the System for Award Management (SAM) and the VA’s Vendor Information Pages (VIP), is a critical first step for any business aiming for VA contracts.
- Networking with VA procurement officers and prime contractors through events like industry days can significantly increase a business’s visibility and success rate.
Myth 1: VA Contracts are Exclusively for Medical Suppliers
A common belief is that the VA primarily purchases medical equipment and pharmaceuticals. This misconception deters a broad spectrum of businesses from even exploring the possibility of VA sales. While healthcare-related procurements are undeniably a major component of the VA’s spending, they are far from the sole focus. The VA operates a massive network of facilities, including hospitals, clinics, national cemeteries, and administrative offices across the United States. Each of these facilities requires a diverse range of support, from IT solutions to grounds maintenance. Consider the VA’s budget for fiscal year 2026, which allocates substantial funds across various departments. For instance, the Veterans Health Administration (VHA) certainly has significant needs for medical devices and pharmaceuticals, but the National Cemetery Administration (NCA) requires landscaping services, monument repair, and grave liners. The Veterans Benefits Administration (VBA) needs office supplies, document management systems, and consulting services. I’ve seen businesses providing everything from custom furniture to cybersecurity solutions successfully secure VA contracts. According to a report by the Government Accountability Office (GAO) from 2024, the VA’s procurement activities spanned over 70 different product and service codes, indicating a broad demand that extends well beyond clinical supplies. This diversity means that a construction company, a software developer, or even a catering service could find a niche.
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Myth 2: Only Large Corporations Can Win VA Contracts
Many small business owners assume that the sheer scale of government contracting favors large, established corporations with extensive resources. While large businesses do win significant contracts, the VA has a strong commitment to supporting veteran business and other small businesses through various set-aside programs. The Veterans Benefits, Health Care, and Information Technology Act of 2006 (Public Law 109-461) mandates that the VA prioritize veteran-owned small businesses. This legislation created the “Veterans First” contracting program, which gives preference to Service-Disabled Veteran-Owned Small Businesses (SDVOSBs) and Veteran-Owned Small Businesses (VOSBs). In fact, the VA consistently exceeds its small business contracting goals. For fiscal year 2025, the VA aimed to award 20% of its contract dollars to small businesses, with specific targets for SDVOSBs, VOSBs, and other small business categories. Data released by the Small Business Administration (SBA) in late 2025 indicated that the VA awarded over 25% of its eligible contract dollars to small businesses, demonstrating a tangible commitment to these programs. This isn’t just a feel-good initiative. It’s a legal mandate with real financial implications for small enterprises. A small IT consulting firm in Atlanta, for example, might find opportunities supporting the VA Medical Center on Clairmont Road by using their SDVOSB status for a direct award or set-aside contract. The contracting officers are explicitly trained to look for these certifications.
Myth 3: The Registration Process is Too Complicated to Bother With
The idea of working through government bureaucracy can be daunting, leading many to believe that the registration process for VA contracting is prohibitively complex. While it requires attention to detail, it’s a structured process that, once completed, opens the door to numerous opportunities. The primary hurdle for many is the System for Award Management (SAM) registration, which is mandatory for any entity wishing to do business with the federal government. This involves obtaining a Unique Entity Identifier (UEI) and providing detailed business information. The SAM.gov website provides complete guides and resources to walk applicants through each step. Beyond SAM, businesses looking specifically for VA opportunities must register with the VA’s Vendor Information Pages (VIP), managed by the Office of Small and Disadvantaged Business Utilization (OSDBU). This is where SDVOSBs and VOSBs get verified. The verification process, while thorough, ensures the integrity of the “Veterans First” program. It involves submitting documentation to prove veteran ownership and control. The OSDBU provides an online portal and dedicated support staff to assist businesses with their applications. I’ve guided several businesses through this, and while it takes time (often 60 to 90 days for full verification), the payoff is access to a specialized marketplace. Think of it less as an impenetrable fortress and more as a detailed application that, once perfected, rarely needs redoing for years.
| Feature | Myth 1: Exclusively Medical | Myth 2: Only Large Corps | Myth 3: Registration Too Complex |
|---|---|---|---|
| VA Procures Broad Goods/Services | ✗ No | ✓ Yes | ✓ Yes |
| Small Business Preference | ✗ No | ✓ Yes | ✓ Yes |
| Veteran-Owned Business Priority | ✗ No | ✓ Yes | ✓ Yes |
| Requires SAM Registration | ✓ Yes | ✓ Yes | ✗ No (perceived) |
| Requires VA VIP Registration | ✓ Yes | ✓ Yes | ✗ No (perceived) |
| VA Spends Beyond Medical Supplies | ✗ No | ✓ Yes | ✓ Yes |
| VA Exceeded 2025 Small Biz Goal | ✗ No | ✓ Yes | ✓ Yes |
Myth 4: You Need to Know Someone to Get a VA Contract
The perception that government contracting is solely based on personal connections or “who you know” is a persistent myth. While networking is valuable in any business context, VA contracting operates under strict ethical guidelines and procurement regulations designed to ensure fair and open competition. The Federal Acquisition Regulation (FAR) governs all federal procurements, emphasizing transparency and integrity. Instead of relying on backroom deals, successful VA contractors focus on understanding the procurement process, identifying specific needs, and submitting compelling proposals. However, “knowing someone” can be reframed as “knowing the needs.” Attending VA industry days, often announced on the OSDBU website or through platforms like GovWin IQ, allows businesses to meet contracting officers and program managers directly. These events provide invaluable insights into upcoming procurements and specific agency requirements. For instance, the VA regional procurement office in Decatur, Georgia, regularly hosts virtual and in-person outreach events where businesses can present their capabilities and learn about specific projects. These interactions are about demonstrating capability and understanding the VA’s mission, not about illicit influence. Building relationships with prime contractors who already hold large VA contracts can also lead to subcontracting opportunities, which is a legitimate and often overlooked entry point into the market.
Myth 5: It’s Impossible to Compete with Established Incumbents
Businesses often feel discouraged, believing that incumbent contractors hold an insurmountable advantage. While an incumbent contractor certainly has operational familiarity, the VA, like other federal agencies, is mandated to seek the best value for the taxpayer, which includes fostering competition. New entrants bring fresh perspectives, innovative solutions, and often more competitive pricing. The “Veterans First” program actively works to level the playing field for SDVOSBs and VOSBs, sometimes even setting aside contracts specifically for new businesses or those without prior VA experience. Plus, the VA frequently breaks down larger projects into smaller, more manageable contracts to encourage small business participation. This strategy, known as “contract unbundling,” creates entry points that wouldn’t exist if only large, consolidated contracts were offered. A small engineering firm in Augusta, for example, might not be able to bid on a multi-state infrastructure project, but they could successfully compete for a localized structural assessment contract at the Charlie Norwood VA Medical Center. The key is to monitor procurement forecasts, available through sites like SAM.gov and the VA Forecast of Contracting Opportunities, to identify these smaller, targeted solicitations. Agencies are often looking for specialized expertise that incumbents might not possess, creating openings for agile, focused businesses. The world of VA sales presents a deep financial opportunity for businesses, especially those owned by veterans. By dispelling common myths and actively engaging with the structured, supportive ecosystem designed for small and veteran-owned enterprises, businesses can successfully navigate the field of government contracting and secure meaningful work.
What is the first step for a business interested in selling to the VA?
The absolute first step is to register your business with the System for Award Management (SAM.gov). This is a mandatory requirement for any entity wishing to do business with the U.S. federal government, including the VA. You will need to obtain a Unique Entity Identifier (UEI) during this process.
What is the “Veterans First” program?
The “Veterans First” program is a VA initiative mandated by Public Law 109-461, which prioritizes contracting opportunities for Service-Disabled Veteran-Owned Small Businesses (SDVOSBs) and Veteran-Owned Small Businesses (VOSBs). This program allows the VA to set aside contracts exclusively for these businesses or award them direct awards, providing a competitive advantage.
How can I find out what the VA is currently buying?
You can find current VA solicitations and procurement forecasts on several official government websites. The primary site for federal contract opportunities is SAM.gov. Also, the VA’s Office of Small and Disadvantaged Business Utilization (OSDBU) website often publishes specific VA Forecast of Contracting Opportunities, detailing upcoming needs and potential solicitations.
Do I need to be a veteran to sell to the VA?
No, you do not need to be a veteran to sell to the VA. While veteran-owned businesses, particularly Service-Disabled Veteran-Owned Small Businesses (SDVOSBs), receive significant preferences through set-aside programs, the VA also awards contracts to non-veteran-owned small businesses and large businesses. The key is to understand the various procurement channels and requirements.
What is the difference between SAM.gov and the VA’s VIP?
SAM.gov (System for Award Management) is the central database for all federal government contractors, where businesses register to be eligible for any federal contract. The VA’s Vendor Information Pages (VIP), managed by the OSDBU, is specifically for veteran-owned businesses to get verified as an SDVOSB or VOSB, which is necessary to participate in the VA’s “Veterans First” contracting program.
