How to Beat the Incumbent on a DHS Recompete in Georgia: Strategy for Small Federal Contractors

How to Beat the Incumbent on a DHS Recompete in Georgia

T47 International, Inc. holds a contract with the Department of Homeland Security in Georgia, estimated at $35 million, that expires September 30, 2026. That means the recompete solicitation will likely hit SAM.gov in late 2025 or early 2026—and if you run security, janitorial, or facilities work in Georgia, you should be preparing now.

Incumbents have an edge: institutional knowledge, established relationships, and a performance record already on file. But they are not unbeatable. Here's how small federal service contractors actually displace them.

1. Build a Credible Past-Performance Narrative

DHS evaluators score past performance heavily. You don't need an identical contract, but you do need a story that shows progression and relevance:

Contracts with other federal agencies (especially DHS components—CBP, ICE, FEMA, TSA)
Similar scope: security guard services, facility maintenance, or janitorial at comparable square footage or headcount
Clean CPARS ratings (Satisfactory or better; one "Marginal" can sink you)

If your largest relevant contract is much smaller than $35M, acknowledge it—but show how you've scaled successfully before, or explain your teaming approach.

2. Use Subcontracting and Teaming Strategically

If you're not an 8(a), SDVOSB, HUBZone, or WOSB prime, team with one. DHS scores small-business participation, and evaluators notice whether your teaming agreements are real or window dressing.

Name your subcontractors in the proposal with signed teaming agreements
Show what each party brings: your operations/past performance, their set-aside status or niche capability
Avoid vague "we will identify small-business partners"—that scores zero

3. Price with SCA Wage Discipline

Georgia Service Contract Act wage determinations set your floor. You cannot bid below them without disqualification. The incumbent knows this; the mistake challengers make is either:

Underestimating fully loaded labor (wages + health-and-welfare + overtime factors), or
Slashing G&A and fee so low the government questions whether you can perform

Model your labor costs at the applicable SCA rates, add realistic burden, then compete on efficiency and fee—not by shorting wages.

Start Now, Not When the RFP Drops

Recompetes move fast once posted. Eighteen months out is when you:

Request incumbent contract documents via FOIA (Performance Work Statement, wage determinations, any mods)
Lock in teaming partners and signed agreements
Build or refresh past-performance references

FedRange tracks DHS recompetes, shows what similar contracts paid, and surfaces SCA wage determinations before solicitation—so you're not scrambling when the clock starts. Free for the first 25 contractors: www.fedrange.com/apply