How To Land Government Contracts with AI Solutions

Jason Moss
Jul 22
3 min read

A practical guide for startup founders and B2B teams aiming to sell AI-driven knowledge solutions to government agencies and the defense sector.

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Building Smart, Selling Smarter

Government agencies are investing heavily in artificial intelligence—but that doesn’t mean they buy from just anyone. Companies like DARE Labs are winning major defense and enterprise contracts by structuring data into intelligent knowledge graphs—a format that helps machines reason, not just compute.

If you're a startup founder or B2B sales professional trying to sell your AI solution to the Department of Defense or another federal agency, the pitch isn’t just about innovation. It’s about credibility, compliance, and clarity.

Why AI Solutions Are on Washington’s Radar

Spending on AI in U.S. government contracts is projected to exceed $3.3 billion by 2025. From defense logistics to intelligence analysis, agencies are turning to knowledge graphs and AI to reduce decision-making time and make sense of massive data sets.

DARE Labs is a case study in how to get it right. The startup didn’t just build a product; it translated that product into use cases that matter to government buyers—like structured threat modeling and operational readiness assessments. As Forbes reports, their smart positioning, not just smart tech, helped secure contracts.

Step 2: Understand the Procurement Maze

Federal buyers rarely swipe credit cards. They issue RFPs (Request for Proposals), RFIs (Request for Information), and sometimes “Other Transaction Authorities” (OTAs) that are tailor-made for emerging tech.

Use SAM.gov to monitor open opportunities, and TechFAR Hub to understand how your software can qualify under modular contracting rules.

According to a GAO report, over 60% of emerging tech vendors fail to submit compliant proposals due to misunderstanding formatting and compliance requirements.

Step 3: Relationships Matter More Than Tech

Yes, even with AI. Former DoD Chief Data Officer David Spirk put it simply:

“You can’t show up with the right answer and the wrong tone. Trust wins, even in code.”

Start building relationships through government-focused accelerators like AFWERX, NSIN, and events such as TechConnect World. These arenas allow AI startups to co-develop solutions with actual end users.

DARE Labs secured its early wins by showing up—not just submitting paperwork. The public sector still runs on conversations, introductions, and mutual respect.

Step 4: Signal Stability and Capacity

When you pitch your AI solution to the government, they’re not just buying your tech. They’re buying your ability to deliver, long-term.

Have a clear team structure and leadership background.
Show partnerships with prime contractors (e.g., Booz Allen, Raytheon).
Prepare technical data packages, not just decks and demos.
Highlight case studies, even small ones.

And yes, your branding matters. Government buyers still Google you. If your site looks half-baked, so does your proposal.

Step 5: Nail the Proposal and Pitch

When you finally get your shot, write like a bureaucrat, not a visionary. Skip the fluff. Focus on:

Specific performance metrics
Plain-language descriptions of your AI’s impact
Diagrams of your tech stack
Timelines and measurable outcomes

The defense and public sector space is slow-moving—but not immune to disruption. Your AI solution can’t just be new. It must be relevant, reliable, and ready for government-scale implementation.

If you play the long game, build relationships, and learn the language of compliance and delivery, you’ll stand out. Just like DARE Labs.

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