From California’s Cal eProcure system to Los Angeles County and federal opportunities, here’s how small-business owners can register, get certified and start competing for government work.
For many California small-business owners, winning a government contract can sound like something reserved for large corporations with dedicated sales teams, lawyers and government-relations specialists.
It isn’t.
California has programs specifically designed to give small businesses opportunities to sell goods and services to government agencies. The state has established a goal of having at least 25% of its contracting dollars go to certified small businesses and microbusinesses, according to the California Department of General Services (DGS).
For an entrepreneur, that creates an opportunity that is easy to overlook:
Your next customer could be a government agency.
That customer could be the State of California, Los Angeles County, the City of Los Angeles, a school district or, eventually, the federal government.
The challenge is knowing where to start.
This guide explains the basic path California small-business owners can follow to move from “I want government work” to “I’m ready to compete for a contract.”
First: Understand What Government Agencies Actually Buy
Government contracting isn’t limited to construction companies or technology firms.
Government agencies purchase an enormous range of products and services.
Depending on the agency, opportunities can include:
- Construction and maintenance
- Landscaping
- Janitorial services
- Security
- Food and catering
- Transportation
- Consulting
- Marketing and communications
- Graphic design
- Information technology
- Translation and interpretation
- Professional services
- Office supplies
- Equipment
- Training
- Temporary staffing
- Health-related services
That means a small business shouldn’t begin by asking:
“How do I get a government contract?”
A better question is:
“What does my business already sell that a government agency might need?”
That shift can make the process much less intimidating.
Step 1: Find Out Whether Your Business Qualifies as a California Small Business
Before looking for contracts, determine whether your business can qualify for California’s small-business certification program.
The California Department of General Services administers the state’s Small Business (SB), Microbusiness (MB), Small Business for Public Works, and Disabled Veteran Business Enterprise (DVBE) certification programs.
Eligibility depends on factors including the business’s location, ownership and size.
The state provides the current requirements through its Small Business and DVBE certification program.
Don’t assume you don’t qualify.
A business owner who has never pursued government contracts may already meet the basic requirements for certification.
And certification can matter because California agencies have specific contracting goals and procurement options intended to increase opportunities for certified small businesses.
Step 2: Get Certified
Certification is one of the most important early steps.
The state says certification can help small businesses compete for contracting opportunities and access procurement programs designed specifically for them.
California’s DGS maintains the application process and eligibility information through its official certification portal.
The state recognizes several categories, including:
Small Business: For qualifying California businesses that meet the state’s size and ownership requirements.
Microbusiness: A smaller category within the state’s small-business program.
Small Business for Public Works: For businesses seeking qualifying public-works opportunities.
DVBE: For qualifying disabled veteran-owned businesses.
The certification you pursue should match your business and the type of work you want to perform.
Why certification matters
California has established a statewide goal of 25% participation by certified small businesses and microbusinesses in state contracting.
That doesn’t mean every certified business automatically receives a contract.
It does mean certification can place a business inside procurement programs and opportunities that would otherwise be harder to access.
Step 3: Learn Cal eProcure
Once you’re thinking seriously about state contracts, learn Cal eProcure.
This is one of the most important websites California small-business owners should know.
The California Cal eProcure portal provides access to state procurement information, including the California State Contracts Register and opportunities to do business with the state.
Think of it as one of the state’s primary online gateways for businesses looking for government opportunities.
Instead of waiting for a government agency to find your company, you can use the system to find opportunities yourself.
Step 4: Don’t Search for Every Contract
This is where many first-time government contractors can make a mistake.
They see thousands of government purchasing opportunities and try to chase everything.
Don’t.
Start with what you already know how to do.
For example:
If you own a cleaning company
Search for:
- Janitorial services
- Building maintenance
- Custodial services
If you operate a marketing agency
Search for:
- Marketing
- Communications
- Public outreach
- Digital media
- Graphic design
If you provide translation services
Search for:
- Translation
- Interpretation
- Multilingual communications
If you operate an IT company
Search for:
- Software
- IT consulting
- Cybersecurity
- Technical support
The goal is to find opportunities where your existing capabilities match the government’s needs.
Step 5: Learn About California’s Small-Business Procurement Options
One of the most important things for a new contractor to understand is that California has procurement mechanisms designed specifically to help small businesses compete.
One example is the state’s SB/DVBE Option.
Under applicable state procurement rules, certain purchases between $5,000.01 and $249,999.99 can be limited to certified small businesses, microbusinesses or DVBEs.
That’s an important distinction.
A new entrepreneur doesn’t necessarily need to begin by competing for a multimillion-dollar state contract.
There are procurement opportunities where certification can provide access to a more targeted pool of businesses.
For a company building its government-contracting record, that can be a much more realistic starting point.
Step 6: Read the Solicitation Before You Bid
Finding a contract is only half the job.
The next step is understanding the solicitation.
A government solicitation can contain detailed requirements covering:
- Scope of work
- Required qualifications
- Insurance
- Pricing
- Deadlines
- Required forms
- Certifications
- Experience
- Performance requirements
- Evaluation criteria
Don’t submit a proposal simply because the contract sounds like something your company can do.
Read the entire solicitation.
Then ask:
Can we actually meet every requirement?
If the answer is no, move on.
Government contracting rewards businesses that can follow instructions precisely.
Step 7: Start Smaller
For a business that has never worked with a government agency, the first goal shouldn’t necessarily be the biggest contract.
It should be a successful contract.
A smaller contract can help a business learn:
- How government procurement works
- How invoicing works
- How government agencies communicate
- How contract compliance works
- How to document performance
- How to meet deadlines
- How to build references
That experience can become valuable when competing for larger opportunities.
Think of government contracting as a business-development ladder rather than a lottery ticket.
Step 8: Look Beyond California State Contracts
California isn’t the only potential customer.
A small business can potentially pursue contracts with:
California state agencies
Start with Cal eProcure.
Los Angeles County
Los Angeles County operates programs designed to increase opportunities for small and diverse businesses.
Its Office of Small Business administers programs including the Local Small Business Enterprise (LSBE) and Community Business Enterprise (CBE) programs.
The county’s CBE program includes designations such as Minority Business Enterprise, Women Business Enterprise, Disadvantaged Business Enterprise and LGBTQQ-owned businesses.
City of Los Angeles
The City of Los Angeles operates its own procurement ecosystem.
The city’s Regional Alliance Marketplace for Procurement (RAMPLA) provides access to procurement opportunities and information for businesses interested in government contracting.
For a Los Angeles business, that means there isn’t necessarily one government-contracting door.
There are several.
Why This Could Be Especially Important for Latino-Owned Businesses
Government contracting shouldn’t be viewed as a “Latino business” issue.
It is a small-business growth opportunity.
But California’s Latino entrepreneurs have a particularly important reason to pay attention.
Latino-owned businesses are an important part of California’s small-business economy, yet many entrepreneurs primarily think about finding customers through traditional consumer markets, referrals and private-sector contracts.
Government procurement represents another potential customer base.
And the opportunity isn’t limited to businesses selling directly to government agencies.
A small Latino-owned company can potentially participate as:
- A prime contractor
- A subcontractor
- A supplier
- A service provider
- A partner in a joint venture
That distinction is important.
You don’t necessarily have to win a major government contract yourself to enter the government contracting ecosystem.
You can also work with a larger company that has won the contract.
Step 9: Consider Subcontracting
For a small business with limited government-contracting experience, subcontracting can be an excellent way to learn the system.
Suppose a large company wins a government construction contract.
That company may need:
- Electricians
- Plumbers
- Landscapers
- Translators
- Trucking companies
- Security services
- Marketing support
- IT specialists
- Cleaning companies
A smaller business can potentially become part of that larger project.
This can allow a business to build experience without immediately taking on the responsibility of serving as the prime contractor.
For entrepreneurs just entering government procurement, subcontracting shouldn’t be treated as second place.
It can be a strategy.
Step 10: Don’t Forget Federal Contracts
Once you’ve developed experience at the state or local level, federal contracting becomes another possibility.
The federal government has a statutory goal of awarding 23% of prime contract dollars to small businesses, according to the U.S. Small Business Administration.
Federal contracting begins with a different system.
Businesses generally need to register in SAM.gov, the federal government’s System for Award Management, and obtain a Unique Entity ID (UEI). The SBA explains the basic federal contracting requirements in its government-contracting guide.
The federal government also has contracting goals for categories including:
- Women-owned small businesses
- Small disadvantaged businesses
- HUBZone businesses
- Service-disabled veteran-owned businesses
Federal contracting can be considerably more complex than local or state procurement, so it may make sense to first become comfortable with government contracting at a smaller scale.
A Simple Government-Contracting Checklist
If you’re a California small-business owner starting from zero, here’s the basic roadmap:
Your first steps
☐ Determine whether your business qualifies as a California small business.
☐ Apply for the appropriate California certification.
☐ Create or update your Cal eProcure profile.
☐ Identify the products and services your company can realistically provide.
☐ Search for matching state contracts.
☐ Learn the SB/DVBE procurement options.
☐ Explore Los Angeles County opportunities if you operate in the region.
☐ Explore City of Los Angeles opportunities.
☐ Look for subcontracting opportunities.
☐ Consider federal contracting through SAM.gov once you’re ready.
Most importantly:
Don’t bid on something you cannot deliver.
A government contract is still a contract.
The customer expects the work to be completed according to the agreement, specifications and deadlines.
California Is Offering Small Businesses a Chance to Learn the Process
For entrepreneurs who want a little more guidance, California’s Department of General Services is offering a free online workshop on August 27, 2026, called “How to Do Business with the State of California.”
The session is scheduled for noon to 1:30 p.m. and covers topics including:
- SB/DVBE certification
- Cal eProcure
- Finding bid opportunities
- Market research
- Contract readiness
- SB/DVBE advocates
- Commercially useful function
The official DGS event page provides registration and event information.
For a business owner who has never pursued government work, a free state workshop could be one of the easiest places to start.
What Small Businesses Should Not Assume
Government contracting can create opportunities, but it isn’t easy money.
A certification does not guarantee a contract.
Registering with Cal eProcure does not guarantee that an agency will select your business.
And being a small or minority-owned business does not eliminate the need to meet the requirements of a solicitation.
The competitive advantage comes from combining:
Certification + preparation + finding the right opportunity + submitting a strong proposal + delivering excellent work.
That’s what turns government contracting from an idea into a business strategy.
The Bigger Opportunity for California’s Small Businesses
For a small business owner, diversification can make a major difference.
Instead of relying entirely on individual consumers or a handful of private-sector clients, government contracts can potentially become another source of revenue.
The opportunity exists at multiple levels:
State → County → City → Federal
And California has created specific programs intended to increase small-business participation.
The first step isn’t winning a contract.
It’s learning how the system works.
Then getting your business ready.
Then finding an opportunity that actually fits.
For California entrepreneurs—including the state’s enormous community of Latino-owned businesses—government procurement could become an overlooked path toward more stable and diversified revenue.
The question isn’t whether your small business is big enough to sell to the government.
The better question is:
Is your business ready to compete when the right government opportunity appears?
Where to Start
California state contracts: Cal eProcure
California small-business certification: California DGS
Los Angeles County: LA County Office of Small Business
City of Los Angeles: RAMPLA
Federal contracts: SAM.gov
Federal contracting guidance: U.S. Small Business Administration
Parriva Editorial Note
Government procurement rules, certification requirements and individual solicitations can change. Always verify the current requirements with the government agency before submitting an application or bid.
This story is intended as a practical starting point, not legal, accounting or procurement advice.
