VA Contracts: How to Sell to the Department of Veterans Affairs

The Department of Veterans Affairs (VA) is the second-largest federal agency by procurement spend, awarding over $35 billion annually in contracts. From healthcare technology to facility construction, IT modernization to medical supplies, the VA is one of the most active buyers in government.

The VA also has the federal government's strongest preference for veteran-owned businesses — making it a prime target for SDVOSB and VOSB firms.

What the VA Buys

VA procurement spans a wide range of industries:

• Healthcare & Medical — Medical equipment, pharmaceuticals, telehealth, prosthetics, clinical services
• IT & Cybersecurity — EHR systems (Oracle Cerner), cloud migration, cybersecurity, help desk services
• Construction & Facilities — Hospital construction, renovation, maintenance, energy efficiency
• Professional Services — Consulting, staffing, training, claims processing
• Supplies & Equipment — Office supplies, furniture, vehicles, food service

Where to Find VA Contracts

1. SAM.gov — All VA solicitations over $25,000 are posted here. Filter by "Department of Veterans Affairs" under agency.
2. VA eCMS — VA's electronic Contract Management System for managing active contracts and modifications.
3. VA Vendor Portal — Registration and past performance system for VA-specific contracting.
4. VetBiz.va.gov — Where veteran-owned businesses verify their status for VA set-asides.
5. Network Contracting Offices (NCOs) — VA has regional contracting offices. Building relationships with your local NCO is critical.

BidSparq monitors VA solicitations daily and matches them to your business profile — so you see relevant VA opportunities automatically.

The SDVOSB/VOSB Advantage

The VA has a unique procurement authority called the Veterans First Contracting Program (also known as the "Rule of Two"). Before competing a contract openly, VA contracting officers must first determine whether two or more verified SDVOSBs or VOSBs can perform the work at a fair price. If so, the contract must be set aside for veteran-owned businesses.

This gives SDVOSB/VOSB firms a massive advantage:

• Mandatory set-asides — the "Rule of Two" means veteran-owned firms get first shot at most VA contracts
• Sole-source authority — VA can award contracts up to $5M (services) or $7M (manufacturing) to SDVOSBs without competition
• Subcontracting requirements — large VA prime contracts often require subcontracting plans that include SDVOSB goals

Getting Verified

To compete for VA SDVOSB/VOSB set-asides, you must be verified through the SBA's VetCert program (formerly VA's CVE). Verification confirms your veteran ownership and control. The process takes 60-90 days.

Key VA Contract Vehicles

Vehicle	What It Covers	Who Can Use
VA FSS (Federal Supply Schedule)	Medical, IT, professional services	GSA Schedule holders
T4NG	IT services, next-gen	Pre-qualified vendors
VECTOR	IT services for VA OIT	SDVOSB/VOSB set-aside
SAC (Strategic Acquisition Center)	Large healthcare and construction	Varies by solicitation
NAC BPAs	Supplies and equipment	National Acquisition Center vendors

Winning Strategies

1. Get SDVOSB verified. If you qualify, this is the single most impactful thing you can do. The Veterans First program makes VA the best agency for veteran-owned firms.
2. Research past awards. Use FPDS to see who currently holds VA contracts in your space, what they charge, and when contracts expire.
3. Build relationships with NCOs. VA has Network Contracting Offices across the country. Attend their industry days and outreach events.
4. Start with simplified acquisitions. VA posts thousands of purchases under $250K — these have less competition and faster award timelines.
5. Consider subcontracting. Large VA primes need SDVOSB subcontractors to meet their small business goals. This builds past performance for future prime bids.

Frequently Asked Questions

Do I need to be veteran-owned to get VA contracts?

No. Non-veteran firms can and do win VA contracts, especially for full-and-open competitions and on GSA Schedule. However, the Veterans First program gives verified SDVOSB/VOSB firms a significant competitive advantage.

How much does the VA spend on small business?

The VA consistently exceeds its small business contracting goals, awarding over 30% of prime contract dollars to small businesses — well above the 23% government-wide goal.

What's the fastest way to start selling to the VA?

Get on a GSA Schedule (if you sell products or IT services), get SDVOSB verified (if eligible), and start bidding on simplified acquisitions under $250K on SAM.gov.

Next Steps

• Start your free trial — see VA opportunities matched to your business
• Learn about set-aside programs including SDVOSB
• Read our FPDS guide to research VA contract history
• Browse active healthcare RFPs across all agencies
• See open IT services RFPs matched to VA opportunities