Department of Enterprise Services Contracting

Want to grow your business by selling to state agencies? Follow these five steps to navigate the state contracting process and prepare your bids to sell to state and local governments.

Why Work with the State?

Washington awards over $2.1 billion in goods and services each year through 180+ statewide contracts, many with small businesses. Your opportunity to grow starts here.

Step 1: Find Out if the State Buys What You Sell

Goal: Confirm your products/services are a match before investing time.

Take Action: Search these tools to identify demand for your products/services:

State Spending Reports – See which agencies buy from businesses like yours.
Statewide Contract Sales Data – Track real-time vendor sales, and which agencies and organizations are buying from those vendors.
Agency Contracts by Fiscal Year – Review large purchases from previous years.

Step 2: Market your Business

Goal: Make it easy for state and local governments to find your business.

Take Action: If applicable, register your business in these critical systems:

Department of Enterprise Services Washington's Electronic Business Solution (WEBS) - Platform where agencies post competitive solicitations
The Office of Minority and Women's Business Enterprises (OMWBE) certification directory promotes supplier diversity - Directory
Washington Department of Veterans Affairs - Veteran Owned Businesses Certification

Know this:

Agencies must buy from statewide contracts when available.
If there is no statewide contract that meets their needs, they will consider other purchasing methods.
- For smaller purchases, agencies look in WEBS and the OMWBE directory.
- Larger purchases are advertised publicly in WEBS.

Step 3: Track Future Contract Opportunities

Goal: Identify opportunities early and plan your bids in advance.

Take Action: Stay ahead by bookmarking and checking:

Planned Procurements - Know what statewide contracts are coming.
Agency Forecast Reports - Spot early-stage projects by agency.

Step 4: Study Past Contracts & Bids to Familiarize Yourself with Terms and Conditions

Goal: Understand what successful bids look like before you submit yours.

Take Action: Review real examples to improve your chances. It's helpful to know beforehand what terms and conditions are required by law in state contracts, as well as what previous winning bids have looked like.

Review the bidder contracting guides for Enterprise Procurement Solution Contracts and for Agency Contracts to learn the legal and technical requirements.
Reference winning bids for specific statewide contracts to help you develop your own bid.
Review past solicitations in WEBS by downloading previous Request for Proposals (RFP), also known as solicitations, and award information.
- Request winning bids via public records request from agencies.

Step 5: Use Free Resources

Goal: Get expert help, ask questions, and never go alone.

Take Action: Connect with trusted advisors:

Tabor 100 - Personalized support for small and veteran-owned businesses
Washington APEX Accelerator - Free bid coaching
SCAN Partners - Help registering in WEBS, help deciding if an opportunity is worth bidding on, receiving feedback on your bid

Stay informed:

Subscribe to DES's "Business Diversity Updates" newsletter to stay up to date on upcoming state contracting workshops and opportunities.
Attend the monthly State Contracting Opportunities & Open House for direct agency access.
- También tenemos Casa Abiertas en Español.

Ready to Get Started?

Register your business in WEBS to explore current opportunities.
Refer to DES's website for more information on how to work with the state.
Reach out to any SCAN partner for assistance.
Contact DES if you have additional questions:
WEBS Customer Service
Phone: 360-902-7400
Email: WEBSCustomerService@des.wa.gov

Procurement Inclusion and Equity (PIE) Program
Email: DESPIEProgram@des.wa.gov

Governor's Office

for Regulatory

Innovation & Assistance

How to Sell to State Agencies: A 5-Step Guide