Government-Friendly Marketing: Positioning for Success in FY 2026

As government agencies continue to modernize procurement processes, contractors must be more intentional than ever about their marketing efforts. Winning contracts is no longer just about finding opportunities—it’s about ensuring buyers can quickly understand your capabilities and remember your company.

One of the most important marketing tools remains your Capability Statement. Think of it as your government contracting resume. It should clearly communicate your core competencies, differentiators, past performance, certifications, contract vehicles, and contact information. Most importantly, it should answer a simple question: Why should an agency or prime contractor choose your company?

Contractors should also leverage Bid Match services as more than just an opportunity search tool. Bid Match can reveal which agencies are buying what you sell, common solicitation keywords, emerging requirements, and potential target markets. These insights can help you refine your capability statement, website content, and outreach strategy.

In today’s environment, buyers often conduct online market research before reaching out to vendors. Ensure your website reflects your government-focused experience and includes a downloadable capability statement, past performance examples, certifications, and clear contact information.

Finally, remember that government contracting remains relationship-driven. Industry days, matchmaking events, and networking opportunities continue to provide valuable access to agency representatives and prime contractors.

As we look toward 2027, successful contractors will be those who combine strong marketing materials, data-driven Bid Match intelligence, and strategic relationship-building. Now is the perfect time to review your capability statement and ensure your marketing efforts align with your government contracting goals.

Need assistance? Contact your local CT APEX Accelerator counselor for support with capability statements, Bid Match strategies, and government-focused marketing best practices.

Defense Supply Chain Risk Alert

Understanding Section 1260H and PRC Military-Civil Fusion Risks

As the Department of War (DoW) continues strengthening the Defense Industrial Base (DIB), supply chain security has become a critical national security priority. Defense contractors, subcontractors, manufacturers, technology companies, and innovative startups should be aware of growing federal scrutiny surrounding companies connected to the People's Republic of China (PRC) military-industrial complex.

One important resource is the Section 1260H List, published annually by the U.S. Department of War.

What is Section 1260H?

Section 1260H of the National Defense Authorization Act (NDAA) requires the DoW to identify Chinese military companies operating directly or indirectly in the United States.

The resulting list identifies entities determined by the Department of War to have ties to China's military-industrial complex and Military-Civil Fusion (MCF) strategy.

Military-Civil Fusion is a national strategy of the PRC that seeks to leverage civilian companies, technologies, research institutions, and commercial innovation to support military modernization and national defense objectives.

For U.S. businesses participating in federal contracting, defense manufacturing, research and development, and critical technology sectors, awareness of these entities is becoming increasingly important.

Why This Matters to Connecticut Businesses

Many Connecticut companies support:

● Department of War programs

● Aerospace and defense manufacturing

● Maritime and submarine supply chains

● Advanced manufacturing

● Robotics and autonomous systems

● Artificial intelligence applications

● Semiconductor and electronics production

● SBIR/STTR-funded innovation programs

Even if a company is not a prime contractor, supply chain risks can flow through multiple tiers of suppliers and subcontractors.

What Should Companies Do Now?

Connecticut manufacturers, defense contractors, and innovation firms do not need to immediately remove every supplier that may appear on a government watch list. However, companies should understand their supply chains, monitor federal guidance, and proactively assess potential risks before they become contract performance issues.

How CT APEX Can Help

CT APEX Accelerator assists Connecticut businesses with:

● Defense market entry strategies

● Defense Industrial Base readiness

● Supply chain mapping

● Prime contractor engagement

● Cybersecurity and CMMC resources

● SBIR/STTR commercialization support

● Government contracting readiness

As supply chain security continues to evolve as a national priority, awareness and proactive planning will help Connecticut companies remain trusted partners in the defense and innovation ecosystem.

Resource: Companies are encouraged to periodically review the Department of War Section 1260H list and related supply chain security guidance as part of their supplier risk management process.

DLA Migration Alert: VSM Has Moved to AMPS / WSM Fiori

Attention all Defense Logistics Agency (DLA) suppliers: The legacy DIBBS Vendor Shipment Module (VSM) has officially completed its migration to a modernized platform. To streamline defense logistics, VSM is now centrally located within the Account Management and Provisioning System (AMPS), operating under the SAP Fiori Launchpad > WSM portal.

If you manage active DLA contracts under FOB Origin or Destination terms, this transition changes how you handle logistics. The old standalone DIBBS layout is inactive, and legacy VSM accounts have been retired.

If you do not yet have access to the new WSM Fiori system, immediate action is required to prevent supply chain disruptions or frustrated shipments. All vendors must secure validated access by registering or logging into your AMPS account and submitting a formal role request for the modernized VSM / WSM FIORI user role.

Through the upgraded WSM Fiori portal, you will continue to perform critical daily shipping tasks, including:

• Formulating and submitting FOB shipment requests
• Scheduling carrier pick-ups
• Generating and printing MIL-STD-129 compliant military packaging labels, bills of lading, and tracking documentation

Navigating AMPS role requests can be complex. Please reach out to your CT APEX Accelerator counselor for one-on-one assistance with getting your new login, securing the correct user roles, and walking through the new Fiori portal layout.

Official DLA Resources:

DLA Supplier Information Resource Center



Technical Assistance Email Support

Don’t Let SAM.gov Scare You! It’s Free, and Help Is Free Too

If you’re just getting started in government contracting, you may have already heard the famous three-letter word: SAM. And if your first thought was, “Great, another government website,” you are definitely not alone. SAM.gov, the System for Award Management, functions to collect data from suppliers and funding awardees who want to do business with the federal government, search for contract awards, run contract data reports, and receive a Unique Entity ID just to name a few. It is also where you can update or renew your registration.

Here’s the part every small business should know: registering in SAM.gov is FREE. I personally love that four-letter word. Renewing your registration does not cost anything either. Your registration must be renewed every 12 months to stay active, so it is worth keeping an eye on your expiration date before it sneaks up on you. The process can feel a little overwhelming because there are forms, codes, validations, and a lot of unfamiliar terms but, you do not have to figure it out alone. CT APEX Accelerator works with Connecticut businesses that want to sell their goods or services to federal, state, or local government agencies, and our counseling services are provided at no cost.

SAM.gov is always evolving, so if you have not renewed your registration since March 24, you may notice a major change in the Certifications and Representations section. SAM.gov has introduced a more modern, streamlined application process that brings the FAR and DFARS representations and certifications together in one place, making it easier for businesses to review and complete this important part of their registration. 

We can help you understand what information you need, walk through the SAM.gov registration steps, and point you in the right direction before small mistakes turn into big delays. If SAM.gov is on your to-do list, let’s make it less intimidating. Start now by reaching out to CT APEX Accelerator! We are here to help CT businesses feel confident as they step into a world of government contracting and so many new opportunities.

References:

Answers to SAM.gov Frequently Asked Questions



Modernized FAR in SAM.gov