How to Win US Federal Medical Device Contracts on SAM.gov

To win US federal medical device contracts on SAM.gov, you need to register your business, identify the right NAICS and PSC codes, qualify for any relevant set-asides, and monitor opportunities consistently. The US federal government spends over $700 billion a year on contracts, with major healthcare buyers like the VA, DoD, and HHS. Here's how the process works and how to improve your win rate.

What is SAM.gov?

SAM.gov (System for Award Management) is the US federal government's single official portal for finding and bidding on federal contracts. It replaced the older FedBizOpps system. For medical suppliers, it's where agencies like the Department of Veterans Affairs (VA), the Department of Defense (DoD), and the Department of Health and Human Services (HHS) post their procurement opportunities.

Step 1: Register your business

Before you can bid, you must register in SAM.gov. This involves obtaining a Unique Entity ID (UEI), providing your business details, and completing representations and certifications. Registration is free, be wary of third-party services charging large fees for something the government provides at no cost.

Step 2: Identify your NAICS and PSC codes

US federal procurement uses NAICS codes (North American Industry Classification System) and PSC codes (Product Service Codes) to classify opportunities. Identifying the codes that match your products is essential for both searching and being found. Relevant medical NAICS codes include:

NAICS Code	Category
339112	Surgical & medical instrument manufacturing
339113	Surgical appliance & supplies manufacturing
325412	Pharmaceutical preparation manufacturing
423450	Medical equipment & supplies merchant wholesalers

If you also sell in Europe, note that these don't map directly to EU CPV codes, see CPV vs NAICS codes explained.

Step 3: Use set-asides to your advantage

One of the biggest opportunities in US federal contracting is set-asides, contracts reserved for specific categories of business, such as small businesses, woman-owned, veteran-owned, or businesses in disadvantaged areas. If you qualify, set-asides dramatically reduce your competition and improve your win rate. There's no equivalent at this scale in EU procurement.

Step 4: Consider a GSA Schedule

A GSA Schedule (also called a Multiple Award Schedule) is a long-term, government-wide contract that makes it easier for federal buyers to purchase from you. Getting onto the relevant Schedule for medical equipment can open up a steady stream of business, though the application process takes time and effort.

Step 5: Monitor opportunities consistently

SAM.gov lets you search and save opportunities, but the volume is enormous and the interface is dense. Missing a posting can mean missing a contract with a tight response deadline. Consistent monitoring, ideally automated, is what separates suppliers who win from those who don't.

The cross-market challenge

If you only sell to the US federal government, SAM.gov alone may be enough. But most growing medical suppliers also sell into Europe (TED Europa), the UK (NHS), or globally (WHO), and each has its own portal, codes, and process. Trying to track them all by hand quickly becomes unmanageable, as we cover in manual tracking vs a platform.

How HealthProcure Intel helps

HealthProcure Intel aggregates SAM.gov opportunities with TED Europa, WHO, and NHS data in one normalised API. You can filter by category, agency, and value across all sources, receive alerts for new matching opportunities, and access award data to see who's winning and at what price. Get a free API key and start immediately.

Frequently asked questions

Is it free to register on SAM.gov?

Yes, registration is completely free. Avoid third parties charging high fees for registration assistance.

Can foreign companies win US federal contracts?

Yes, though some contracts are restricted to US firms, and you'll need to meet each solicitation's requirements and register in SAM.gov.

What's the difference between NAICS and PSC codes?

NAICS codes classify your industry, while PSC codes classify the specific product or service being purchased. Both are used on SAM.gov.