Government contracts offer access to some of the most vital facilities—airports, education centers, municipal buildings, and data hubs. These projects come with long-term partnerships and opportunities that drive advancements in modern security.
In the Security Industry Association’s (SIA) most recent report, the US market for security equipment was valued at nearly $730 million, with more than half going toward video surveillance. This highlights the significant role of advanced security technologies, especially in public sectors requiring high-level protection.
For security providers, government contracts require robust, scalable, and future-ready solutions. From video surveillance to access control systems, these opportunities provide stability while allowing companies to demonstrate innovation where it counts.
How can such a lucrative contract be secured? In this article, we’re looking at how government contracts differ from those of the private sector and the steps you can take to secure one.
- Step 1: What Government Agencies Are Looking for in Security Installations
- Step 2: Differentiating Between Private and Government Security Hardware
- Step 3: Staying Compliant with Legalities and Certifications for Security Providers
- Step 4: Building Proposals that Speak to Safety and Innovation
- Step 5: The Bidding Process and What Comes After
- Sealing the Deal and Growing with Government Contracts
Step 1: What Government Agencies Are Looking for in Security Installations
When securing a government contract, it’s essential to understand the elevated requirements involved.
Government agencies demand security solutions that offer maximum protection, comply with strict regulations, and integrate seamlessly with cutting-edge technology.
Public properties like schools, municipal buildings, and transport hubs present unique challenges, requiring solutions that protect large numbers of people while maintaining a balance between access and safety.
Credentialed Access and Clearance Vetting
Access control goes far beyond simple keycards. Government agencies often require credentialed access systems that include biometric authentication, mobile credentials, and multi-factor authentication.
These systems must manage different levels of access based on clearances—meaning each employee or visitor is granted only the specific access necessary for their role.
Clearance vetting becomes a critical part of the equation. Security providers need to ensure that their systems can manage multiple tiers of security clearances, particularly in sensitive areas like data centers or emergency response hubs.
Surveillance Systems and Certifications
High-quality surveillance is essential when working with government agencies, and equipment used in most residential or even commercial settings typically isn’t up to scratch.
Agencies prioritize CCTV systems that offer real-time monitoring, motion detection, and AI-enhanced features like facial recognition.
However, it’s not enough to install the cameras. Providers must ensure that systems meet federal and local certifications, such as FIPS (Federal Information Processing Standards) and DoD (Department of Defense) guidelines. Without these certifications, the system may not even be considered for the contract.
Gate Access Control and Remote Monitoring
For high-traffic areas like transport hubs or government complexes, gate access control systems are key.
These solutions must integrate license plate recognition, automatic vehicle identification, and real-time monitoring to prevent unauthorized entry.
Remote monitoring capabilities allow security teams to manage multiple sites from a central command, ensuring that even if one site is compromised, it can be managed remotely without delay.
Step 2: Differentiating Between Private and Government Security Hardware
Security systems that work well for private sector installations may fall short for government contracts. Government agencies require hardware that meets strict standards for durability, data protection, and compliance with federal regulations—beyond the typical expectations of commercial or private properties.
For example, commercial-grade CCTV systems might provide adequate surveillance for private businesses, but government contracts often require systems that meet federal guidelines, such as FIPS (Federal Information Processing Standards) for data encryption and secure transmission.
Similarly, while private properties may use basic access control systems, government facilities require high-security credentialed access systems that incorporate advanced encryption and multi-factor authentication, ensuring that only authorized personnel can enter sensitive areas.
Another key difference is reliability and redundancy. In government installations, uptime is critical, and systems must include fail-safes, backup power supplies, and secure data storage solutions to minimize any chance of downtime.
Even features like firewalls and network segmentation—often overlooked in private security—are crucial for government-level security to prevent cyber threats.
On-Prem vs. Cloud-Based Systems
When it comes to on-premises vs. cloud-based systems, government agencies with highly sensitive data like defense and intelligence sectors will often prefer on-premises solutions due to tighter control over data and system security.
On the other hand, agencies managing large, less-sensitive properties like public schools or municipal offices may lean toward cloud-based systems for scalability, ease of management, and cost efficiency.
Offering both options ensures your solutions meet a variety of government needs.
Step 3: Staying Compliant with Legalities and Certifications for Security Providers
Securing a government contract involves more than just installing cutting-edge technology—it requires strict adherence to a variety of legal and regulatory standards.
For security providers, maintaining specific certifications is essential to ensure compliance and eligibility for government projects. These certifications serve as proof that the company meets federal, state, and industry-specific security requirements.
Critical Certifications for Government Security Contracts
To qualify as a security provider for government agencies, maintaining the following certifications is often a baseline expectation. Each certification ensures that the provider can deliver secure, compliant, and scalable solutions that meet both legal and regulatory standards:
- PCI DSS (Payment Card Industry Data Security Standard): Required for systems handling credit card transactions and ensuring secure payment processes in government installations like municipal centers.
- SOC 2 (System and Organization Controls 2): Focuses on data security, ensuring that systems managing sensitive information meet high standards for security, availability, and privacy.
- CJIS (Criminal Justice Information Services Security Policy): Required for security solutions that handle law enforcement data, ensuring systems meet rigorous standards for protecting criminal justice information (CJI).
- NIST SP 800-53 (National Institute of Standards and Technology): This standard provides a catalog of security and privacy controls for federal information systems and organizations, essential for government agencies that require enhanced cybersecurity measures.
- FISMA (Federal Information Security Management Act): Required for federal agencies and contractors, it ensures information systems meet specific security standards to protect government data and systems.
- DoD SRG (Department of Defense Security Requirements Guide): Essential for working with defense-related agencies, ensuring compliance with strict DoD security controls.
- FedRAMP (Federal Risk and Authorization Management Program): Required for cloud-based solutions offered to government agencies, ensuring the security and protection of data in cloud environments.
- StateRAMP: Similar to FedRAMP but focused on state-level cloud security standards for public entities.
- ISO 27001: An international standard for information security management, which is often a requirement for handling sensitive government data.
Healthcare and Industry-Specific Compliance
Security providers working in healthcare facilities, such as hospitals or research centers, must comply with HIPAA (Health Insurance Portability and Accountability Act) regulations.
HIPAA ensures that any data, particularly patient records or health-related information, is secured and managed in accordance with federal privacy laws.
For these environments, credentialed access systems must also track user access to sensitive areas, ensuring that only authorized personnel can enter.
The Role of Credentialed Access in Compliance
Credentialed access systems must be designed to align with these certification requirements. Government contracts often involve handling sensitive data and protecting high-security areas, so systems need to go beyond simple access control.
Credentialed access must integrate with cybersecurity protocols, including multi-factor authentication and real-time monitoring, to ensure that only authorized personnel can gain access to restricted spaces or data.
Step 4: Building Proposals that Speak to Safety and Innovation
A well-crafted proposal can make or break your chances of winning a government contract. It’s essential to not only showcase your security solutions but also emphasize their innovation and long-term value.
Here’s a step-by-step guide to building a winning bid:
- Know Where to Look for Contracts: Platforms like SAM.gov, FedBizOpps, and state procurement websites list available contracts, allowing you to track bids in your field. Being proactive and regularly checking these sources can give you a competitive edge.
- Start with the Problem: Outline the specific security challenges the government agency faces. Whether it’s outdated access control systems or requirements for installation of LPR systems, clearly define the problem to set the stage for your solutions.
- Present Your Solutions as Vital and Innovative: Showcase your solutions—such as access control, CCTV, and gate access control—as essential to addressing these challenges. Highlight cutting-edge features like cloud-based credentialed access for real-time updates and remote management. Make your solutions feel indispensable.
- Plan for Future Scalability: Agencies value systems that can grow with them. Emphasize the ability to expand access control or upgrade CCTV and surveillance technologies, ensuring that your proposal is future-proof.
- Include a Security Audit: Offer to conduct a security audit to analyze current vulnerabilities. This approach shows your commitment to a tailored solution backed by data.
- Highlight Ongoing Support: Government agencies prioritize long-term relationships. Make sure to detail your ongoing support, such as system updates, maintenance, and 24/7 monitoring.
Step 5: The Bidding Process and What Comes After
The government bidding process is often a long and complex journey, requiring patience and a thorough understanding of the agency’s specific needs.
From initial submission to multiple rounds of reviews, it’s crucial to stay focused on key concerns like data security, uptime reliability, and the customization options your solutions provide. Highlighting these features in your presentation can set you apart from competitors.
Once the contract is secured, the real work begins. Service level agreements (SLAs) play a pivotal role in ensuring expectations regarding system uptime, maintenance, and performance are clear.
Establishing a plan for continuous monitoring and offering scalable options to upgrade systems such as CCTV or access control will build trust and strengthen your relationship with the agency over time.
Providing these long-term solutions positions your company as a reliable partner well beyond the initial installation.
Sealing the Deal and Growing with Government Contracts
Securing a government contract is more than just landing a project—it’s the beginning of a lasting partnership that requires ongoing dedication. Installers aiming to succeed in this space must recognize that government requirements are often far more demanding than those in the private sector.
Meeting these expectations means not only delivering high-quality security installations but also ensuring that both your employees and business are fully qualified and certified to government standards.
By doing so, you can build trust, provide value, and position yourself for continued success in government contracting.