Small businesses miss out on federal contracting opportunities because of the strategies they lack. Both large and small businesses provide supplies and services through contract awards to the U.S. government while spending over $300 billion annually. The purpose of this multiple case study was to explore the strategies of small business owners in the Clarksville, Tennessee and Hopkinsville, Kentucky region who have won federal contracts. Porter's competitive advantage theory grounded this study as the conceptual framework. The data collection process involved face-to-face, semistructured interviews and member checking with 3 small business owners to enhance credibility of data interpretation. Themes that emerged from the study included contractual knowledge, access to resources, measures of success, and sustainability. The study findings may apply directly or indirectly to individuals, organizations, and society. The positive social implications of applying the findings include increased business opportunities for small business owners, which could promote job creation to benefit the federal government and society.

Small business owners are not acquiring U.S. federal government contracts at the government established target rate. The government's small business procurement goals remain unmet, which represents an underutilized source of revenues for many small business owners. The purpose of this multiple case study was to explore strategies of 3 small business owners operating in the Washington, D.C., metropolitan area to acquire federal government contracts to increase profitability. The thematic findings were in the context of the resource-based view as the conceptual framework. The participants answered questions in semistructured interviews and provided organizational documents for review. Triangulation of multiple data sources and the constant comparative data analysis method led to 3 major themes: planning to target both government and commercial civilian customers through a top-down approach; developing core competencies including backgrounds and experiences and staffing choices to improve chances of success in obtaining government contracts; and knowing the company's audience, assets, and niche, which encompassed essential knowledge stemming from education and training oriented toward successful government contract work. Findings included the importance of planning before embarking on a process to bid for government contracts. Application of the findings may lead to a social change of higher small business revenues and lower unemployment, support for innovation, stimulation of the economy, and increased tax revenues to sustain government programs that can benefit society in general

Research indicates a variety of factors may inhibit the award of federal contracts to women-owned small businesses; however, a dearth of research exists on the topic from the perspectives of women who own small businesses. The purpose of this case study was to identify the capabilities needed by female small business owners in Atlanta, Georgia to win federal contracts. The framework was based on the theory of representative bureaucracy and the effects of gender differences on individuals' entrepreneurial perceptions. Data were collected via semistructured interviews with 6 women who owned small businesses and competed for federal contracts. Results of the thematic data analysis revealed 3 overarching themes: intrinsic factors, extrinsic factors, and contract procurement experiences. Each of these themes reflected qualities fundamental to participants' successful procurement of federal contracts. Significant intrinsic characteristics included adaptability, work ethic, and networking skills. Stakeholders may use study results to foster positive social change by providing women with resources they need to compete for federal contracts. Female entrepreneurs could improve communities by using strategies from this research to reduce unemployment and increase income for themselves and their employees. Social implications include the development of additional training programs to teach women how to complete contract applications, which may increase their participation in federal contract procurement and positively contribute to the economy.