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How to sell to the U.S. federal government as a foreign company

The U.S. federal government buys more than 700 billion dollars a year in goods and services. This guide explains, without jargon, what a company based outside the United States needs to take part and where it makes sense to start.

Updated Nov 2, 2026 · 8 min read

Can a foreign company sell to the U.S. government?

Yes. Federal purchasing is governed by the Federal Acquisition Regulation (FAR), which does not require most suppliers to be American companies. There are important exceptions worth knowing before you invest time:

  • Small business set-asides. Many solicitations are reserved for U.S. small businesses. Under SBA rules a small business must have a place of business in, and operate primarily within, the United States, so a foreign company generally does not qualify.
  • Country of origin. Laws such as the Buy American Act and the Trade Agreements Act regulate where goods come from. Countries with a free trade agreement with the United States, including Peru, Chile, Colombia, Mexico, Panama, Central America and the Dominican Republic, can receive equivalent treatment in purchases covered by those agreements above certain dollar thresholds.
  • National security. Contracts involving classified or controlled information require clearances that, in practice, are out of reach for a foreign company.

Four ways in

1. U.S. embassies and installations in your country

This is the most direct place to start. Embassies, consulates and other U.S. government offices abroad buy locally: maintenance, construction, food, transportation, security, technology. They post their opportunities on SAM.gov and sometimes in the "business opportunities" section of the embassy website.

2. Subcontractor to a large company

Large prime contractors subcontract a significant share of their work. Subcontracting requires less paperwork than being the prime and is the most common way to build experience. Each vendor profile on DataCloud USA shows which companies win contracts, with which agencies and in which industries, so you can see whom to approach.

3. Prime contractor on open solicitations

This is the most demanding path: you need a full SAM.gov registration, proposals in English that follow the solicitation instructions to the letter, and the capacity to deliver on the required terms. It is best approached after gaining experience as a subcontractor or with embassies.

4. U.S.-funded programs in your country

Agencies such as USAID, the State Department and the Department of Defense fund projects abroad that are carried out with local organizations and companies. Their opportunities are also usually posted on SAM.gov or on their own portals.

Step by step

  1. Describe what you sell in the government's language. Identify your NAICS codes (industry) and PSC codes (type of product or service). They are the filters used to search for suppliers and solicitations.
  2. Get your UEI on SAM.gov. The Unique Entity ID is free. The process is explained in SAM.gov and UEI registration for foreign companies.
  3. Study the market. See which federal agencies buy what you offer, how much they spend and whom they buy from.
  4. Follow the solicitations in your industry. Open federal bids lists SAM.gov notices with their key points. Start with Sources Sought notices: market research in which the government asks who can provide something, ideal for getting noticed.
  5. Vet your partners. Before subcontracting or teaming, check that the other company is not excluded on SAM.gov or sanctioned by OFAC. It is part of the due diligence you will be expected to do.
  6. Complete the full registration when you bid as a prime. It requires an NCAGE code, banking details and certifications, and must be renewed every year.

Common mistakes

  • Paying to register. SAM.gov registration is free. Be wary of companies that charge to "activate" or "renew" your registration while posing as the government.
  • Bidding on set-aside solicitations. If the notice says Total Small Business Set-Aside or another set-aside, a foreign company generally cannot win that contract as the prime.
  • Ignoring the format. Proposals are rejected for not following the instructions (page limits, forms, deadlines). Read the notice and all attachments.
  • Starting with large contracts. Small contracts and embassy purchases let you build a track record, which weighs heavily when future proposals are evaluated.

Frequently asked questions

Can a company from Latin America win U.S. government contracts?

Yes. Most federal contracts do not require the supplier to be American. The main exceptions are solicitations set aside for U.S. small businesses and contracts involving national security information.

How much does SAM.gov registration cost?

Nothing. The UEI and the full SAM.gov registration are free. Any fee comes from private intermediaries, not the government.

Where is the best place to start?

With purchases by the U.S. embassy in your country and with subcontracting for companies that already hold federal contracts. Both paths require less paperwork than being a prime contractor.

Do proposals have to be in English?

Yes. Federal notices, proposals and contracts are in English.

This guide is for information only and is not legal advice. Federal contracting rules change: always confirm requirements on SAM.gov and in each solicitation.

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