How to Sell to NASA: Programs, Portals and First Steps
TL;DR: To sell to NASA, register in SAM.gov, study NASA's acquisition forecast to find upcoming work, connect with NASA's Office of Small Business Programs, and choose an entry path: SBIR/STTR for new technology, subcontracting to a NASA prime, or service programs like Commercial Lunar Payload Services. Then market to the specific NASA center and program office that owns your problem, with proof that lowers their risk and follow-up that lasts through a long cycle.
Key takeaways
- Registration in SAM.gov is required before you can do government contract work.
- NASA publishes an acquisition forecast so industry can see work before it's solicited.
- SBIR/STTR is the most common first door for startups with new technology.
- Subcontracting to NASA's large contractors is often the fastest path for components and services.
- Relationships with specific centers and programs matter as much as paperwork.
How does NASA buy from companies?
NASA buys in many ways: large contracts with major companies, smaller awards to startups and small businesses, research grants, and commercial service purchases. Increasingly, it buys services from commercial companies instead of building everything itself.
The Commercial Lunar Payload Services (CLPS) initiative is a clear example. NASA says CLPS allows rapid acquisition of lunar delivery services from commercial vendors, and its CLPS page lists 17 commercial lunar delivery contracts. For a founder, that means NASA is a customer, not just a funder.
What do you need before you can sell to NASA?
- Register in SAM.gov. The SBA says that to participate in government contracting, you must register your business in the System for Award Management. Registration gives you a 12-character Unique Entity Identifier (UEI).
- Know your size status. Many NASA opportunities are set aside for small businesses. Check SBA size standards for your industry code.
- Know your export-control status. If your product or data is controlled under ITAR or EAR, know your classification before you share technical details.
- Prepare a capability statement. A one-page summary of what you do, your codes, past performance and contact details.
If you're still setting up the company, our founder's checklist for starting a space company covers entity setup and funding in order.
Where do you find NASA opportunities?
NASA's acquisition forecast
NASA publishes an acquisition forecast of expected contract opportunities. The forecast page says it is NASA policy to prepare an annual forecast with quarterly updates, with the aim of increasing industry's advance knowledge of NASA requirements. Use it to spot work months before a solicitation opens, so you can start conversations early.
The Office of Small Business Programs
NASA's Office of Small Business Programs (OSBP) runs outreach for companies that want to do business with NASA, including webinars, events and resources. Use it to learn how each center buys and to meet the people who connect small businesses with programs.
NASA SBIR/STTR
The NASA SBIR/STTR program funds small businesses to develop new technology for NASA's needs. It's often the first door for a startup with a new idea. Award ceilings are set government-wide. SBIR.gov says that as of October 16, 2026, agencies may issue Phase I awards up to $335,937 and Phase II awards up to $2,239,578 without seeking SBA approval.
Subcontracting to NASA primes
Large NASA contractors buy components, software, testing and services from smaller suppliers. For many startups, becoming a supplier to a prime is the fastest way into NASA programs. Trade shows and industry days are where these relationships start, so use our space industry conferences and trade shows guide to plan.
How do you market to NASA buyers?
Paperwork makes you eligible. Marketing makes you known. NASA program managers and engineers fund teams they trust.
Pick your center and program. NASA has centers with different missions and buying offices. Find the ones whose programs need what you build. A focused list of programs beats a general pitch to "NASA."
Lead with the mission problem. "Lunar payloads need lighter thermal protection" lands better than a spec sheet.
Publish proof. Test results you can share, technical papers, demos and short explainer videos. Your website should make your capability obvious in ten seconds.
Show up where NASA people are. Industry days, OSBP events, technical conferences and LinkedIn. Founder posts about real progress build familiarity.
Follow up as a system. Track every contact and program in a CRM and stay in touch with useful updates. Our space industry lead generation approach is built for long cycles like this.
Selling to the Space Force follows a similar pattern with different programs. See our guide on how to sell to the Space Force.
What should a NASA capability statement include?
Your capability statement is often the first thing a NASA small business specialist or prime contractor sees. Keep it to one page:
- Core capabilities: what you build or do, in plain language, tied to mission problems.
- Differentiators: what you do better, backed by test data or heritage.
- Past performance: relevant projects, awards or contracts (with permission to name them).
- Company data: UEI, NAICS codes, size status and any certifications.
- Contact: a real person with a direct email and phone number.
Update it whenever you win something new, and link to it from your website.
How long does it take to sell to NASA?
It varies widely by program, contract type and funding cycle, so plan for a long cycle and build a pipeline of several opportunities at different stages. Use the time to build relationships and proof, so you're known before the solicitation you want is released.
What mistakes do companies make when selling to NASA?
- Waiting for a solicitation to start. By then, others have been talking to the program for months.
- Pitching "NASA" instead of a program. Be specific about the center, program and problem.
- Ignoring primes. Subcontracting is a real path, not a consolation prize.
- Weak online presence. Program staff will look you up. A vague website loses them.
- No follow-up system. Long cycles punish teams that rely on memory.
For the full picture on positioning and channels, read the space marketing guide.
Frequently asked questions
Can a small business sell to NASA?
Yes. NASA works with small businesses through SBIR/STTR, small business set-asides, subcontracts with its large contractors and commercial service programs like CLPS.
How do I register to sell to NASA?
Register your business in SAM.gov, which the SBA says is required for government contracting. You'll receive a Unique Entity Identifier (UEI) when you register.
Where can I see upcoming NASA contracts?
NASA publishes an acquisition forecast of expected contract opportunities, with an annual forecast and quarterly updates according to its forecast page.
What is the NASA SBIR program?
NASA's SBIR/STTR program funds small businesses to develop technology for NASA needs. As of October 16, 2026, Phase I awards can be up to $335,937 without SBA approval, according to SBIR.gov.
Should I subcontract to a NASA prime?
Often, yes. Subcontracting to a large NASA contractor can be the fastest way to get your product into NASA programs and build past performance.
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