Detailed Answer
Winning contracts as a new company:
**Paths for New Contractors:**
1. **Micro-purchases (<$10K)**: No past performance required
2. **Subcontracting**: Build experience under primes
3. **GSA Schedule**: Use commercial experience
4. **Key personnel**: Hire experienced people
5. **Set-asides**: Less competition, more flexibility
**What New Companies Can Leverage:**
- Commercial contracts and experience
- Owner/key personnel background
- Academic or research work
- State/local government contracts
- Professional certifications
**Realistic Expectations:**
- Start small and build reputation
- Focus on your strongest capabilities
- Build relationships before opportunities drop
- Consider mentor-protégé partnerships