Course 9
Market Research and Award History
Teaches users how to stop randomly searching and start understanding who buys, who wins, how they buy, and when work may come back around.
What This Course Helps You Do
- Define market lanes.
- Use SAM.gov opportunities and award data.
- Use USAspending and award history.
- Identify agencies, offices, incumbents, recompetes, vehicles, set-asides, and prime/sub paths.
- Build a market map and pipeline.
Templates
Module 1Market Research Mindset
2 lessons
Lesson 1
Opportunity Search Is Not Market Research
Open opportunities answer what is posted now. Market research answers who buys, who wins, how they buy, what vehicles are used, what values are typical, and what future opportunities may appear.
Lesson 2
Define Your Market Lane
A market lane includes product/service, geography, customer type, contract size, NAICS, PSC, status, prime/sub path, proof, and capacity. A clear lane makes research usable.
Module 2Research Sources
3 lessons
Lesson 1
SAM.gov Opportunities
Use SAM for active notices, early-stage notices, amendments, award notices, and solicitation attachments. Search by keywords, NAICS, PSC, agency, office, location, set-aside, notice type, posted date, deadline, solicitation number, and incumbent.
Lesson 2
USAspending and Award Data
Award data shows what the government has actually bought: agency, office, awardee, value, NAICS, PSC, place, period, vehicle, set-aside, competition, and modifications.
Lesson 3
SBA and Prime Resources
SBA prime contractor resources help identify large primes and subcontracting paths. Prime contractors may be customers when direct prime access is blocked.
Module 3Codes, Offices, and Award Patterns
3 lessons
Lesson 1
Keywords, NAICS, and PSC
Use synonyms and government language. NAICS helps search industry classification and size standards. PSC helps identify what was purchased in award history.
Lesson 2
Agency and Buying Office Research
Agencies are broad; buying offices are actionable. Repeated purchases by the same office can reveal true target markets.
Lesson 3
Award Value and Modifications
Award records may show obligation, total potential, ceiling, base value, options, task order value, and modifications. Interpret value carefully before making pricing assumptions.
Module 4Incumbents, Recompetes, and Vehicles
3 lessons
Lesson 1
Incumbent Research
The incumbent often has customer knowledge, staff, pricing history, workload data, and transition advantage. Research incumbents before bidding and consider them as teaming/sub targets.
Lesson 2
Recompete Tracking
Many needs repeat. Track current contract number, incumbent, award date, end date/options, value, NAICS/PSC, set-aside, vehicle, and expected market research window.
Lesson 3
Vehicle Usage
If work is usually on GSA, IDIQ, BPA, GWAC, MATOC/MACC, or task order vehicles, prime access may require the vehicle. Otherwise, teaming with vehicle holders may be the path.
Module 5Market Map and Pipeline
2 lessons
Lesson 1
Build the Market Map
A market map summarizes target service, geography, top agencies/offices, common NAICS/PSC, typical award size, set-asides, vehicles, incumbents, expiring contracts, prime targets, and best entry path.
Lesson 2
From Research to Pipeline
Research should become pipeline entries with stages, dates, fit scores, next actions, owners, and status. Pipeline should include forecasts, RFIs, recompetes, primes, and active solicitations.
Final Exercise
- Define one market lane.
- Identify codes, buyers, incumbents, awards, vehicles, recompetes, prime targets, and pipeline actions.
Final Takeaway
Open opportunities matter, but award history, incumbents, vehicles, set-aside patterns, forecasts, and prime/sub paths turn searching into strategy.