Dec 22, 2025
Unsolicited Proposals in Federal Contracting: What They Are and How to Use Them
Unsolicited Proposals are a mechanism through which government contractors can present innovative solutions to agencies without the need of a formal solicitation. Based on FAR Subpart 15.6, Unsolicited Proposals are used when a contractor identifies an agency need that is unmet and demonstrates unique innovation and capability in fulfilling that need.
With increased agency emphasis on innovation, speed, and efficiency, alternative acquisition pathways like Unsolicited Proposals are increasingly being used to meet agency and admin priorities. Contractors who understand how to structure and align their Unsolicited Proposal with the shifting priority can create opportunities for themselves outside of the traditional procurement process.
What Unsolicited Proposals Mean for Federal Contracting
Government agencies spend billions of dollars on procuring products and services each year, but not every need is fulfilled through a solicitation on SAM.gov. In some cases, agencies rely on industry to identify the gaps and propose solutions that incorporate unique ideas they may not have considered internally. This is where Unsolicited Proposals are utilized.
An Unsolicited Proposal is a written proposal submitted to an agency in the absence of a formal request, to meet a need using new and innovative solutions. When used correctly, Unsolicited Proposals allow contractors to shape the requirements early and reduce competition before the opportunity hits SAM.gov.
For many contractors, Unsolicited Proposals remain one of the most underutilized and misunderstood tools in federal business development.
What Are Unsolicited Proposals?
As we mentioned above, Unsolicited Proposals are governed by FAR Subpart 15.6 and aim to bolster innovation. Remember, an Unsolicited Proposal is not a sales pitch or a marketing brochure. In order to be considered valid, it must fulfil these needs:
- Present an innovative solution
- Address a specific need and align to the agency mission
- Demonstrate unique capabilities
- Include technical and cost details
- Be independently created and developed
In short, the agency needs to see that you have a unique solution that you have cultivated, planned, and can solve an existing gap. If a proposal meets these needs, it can lead to funded research, pilot programs, and even sole source awards.
How Unsolicited Proposals Can Be Used Strategically
When aligned with agency needs, Unsolicited Proposals can be a powerful (and often underutilized) business development tool. Companies can use this pathway to:
Introduce Innovative Solutions
In many agencies, gaps may not yet be identified or translated into an acquisition pathway. With an Unsolicited Proposal, contractors can frame the problem, and their proposed solution, before a requirement even exists.
Shape the RFP
Unsolicited Proposals are uniquely beneficial because even if it does not result in an award. It can impact on how requirements are written in the future. The contractor will then have a unique advantage over their competition.
Position Yourself as the Expert
Well-crafted Unsolicited Proposals showcase your technical expertise, as well as your understanding of agency needs and credibility with stakeholders. When you are seen as the expert, it opens the doors to follow-up conversations and opportunities.
How Unsolicited Proposals Are Changing
Over the course of the last year, shifts in agency need, mission, and focus, have made Unsolicited proposals more relevant and valuable for federal contractors. Agencies are under increasing pressure to modernize and respond faster to mission needs, as outlined by Presidential Order EO 14275, Restoring Common Sense to Federal Procurement.
There is a greater trend towards industry-driven solutions to improve the pace and efficiency of procurement. Because of this, agencies are also more receptive to alternative acquisition pathways to drive down inefficiencies.
Finally, there is a greater emphasis on prioritizing outcomes that align with agency mission and meet the stricter scrutiny towards actionable solutions – which gives an edge to companies willing to adapt their solution to realistically and efficiently identifying and meeting gaps.
These changes mean that while Unsolicited Proposals are not “easier” – they have become a highly valuable tool for contractors looking to strategically align themselves with agency priorities. At the same time, contractors who treat unsolicited proposals as generic sales pitches or capability dumps risk burning credibility with agency stakeholders.
Not Sure How You Can Leverage Unsolicited Proposals?
In a contracting environment defined by speed, efficiency, and compliance, Unsolicited Proposals are a proactive path you can use to influence outcomes before a solicitation exists. If you have considered Unsolicited Proposals – or tried and failed – now is the time to rethink your strategy. After all, an effective Unsolicited Proposal can still open doors that traditional acquisition pathways cannot.
Looking to learn more about leveraging Unsolicited Proposals as a business development tool? Check out this briefing:
Unsolicited Proposals to Federal Agencies
This session covers how Unsolicited Proposals work, how to identify agency needs, and align your proposal to build effective relationships.