Sarah Fowlkes, Client Account Manager at Jacobs and President of SAME San Antonio Post, has created a practical self-audit tool to help small architecture and engineering firms identify gaps before pursuing federal work.
A Tool Built from Real Experience
New Braunfels, TX, Jun 05, 2026, ZEX PR WIRE — Sarah Fowlkes has released a free Federal Contracting Readiness Checklist designed to help small architecture and engineering firms assess whether they are prepared to compete for government projects. The resource walks business owners through key areas often overlooked in the early stages of federal contracting, including certifications, past performance documentation, financial capacity, and relationship building.
The checklist emerged from Fowlkes’ years working at the intersection of federal clients, large firms, and small businesses trying to break into the market. She has watched capable firms miss opportunities not because they lacked technical skills, but because they were unprepared for the federal procurement process.
“I’ve sat in rooms where a small firm had the right solution but didn’t even get a chance to present. Not because they weren’t capable. They just weren’t in the network yet,” Fowlkes said.
The tool is structured as a simple yes or no self-audit, allowing users to quickly identify which areas need attention before submitting proposals or attending networking events.
What the Checklist Covers
The Federal Contracting Readiness Checklist includes five core sections. The first covers basic registrations and certifications, such as SAM.gov, NAICS codes, and small business designations. The second addresses past performance, including documentation, references, and project summaries that can be shared with potential partners.
Section three focuses on financial readiness, asking whether the firm has adequate bonding capacity, working capital, and accounting systems in place to manage federal contracts. The fourth section evaluates technical capabilities, including staff credentials, quality control processes, and subcontracting partnerships.
The final section addresses relationship building and market intelligence. It asks whether the firm attends industry events, tracks upcoming solicitations, and maintains consistent communication with potential teaming partners.
“Most people want to support small businesses. They just don’t always know what that looks like in practice,” Fowlkes said.
Each section includes follow-up prompts to help users prioritize next steps based on their current stage of development.
How the Resource Reflects Her Approach
The checklist reflects Fowlkes’ broader philosophy that progress comes from consistent execution, not big ideas alone. Throughout her career in business development and client account management, she has emphasized the importance of follow-through and alignment.
“You can have a great idea. But if you don’t follow through, it doesn’t mean much,” she said.
Her work with the Society of American Military Engineers has reinforced the importance of relationship building over time. She has observed that small firms often underestimate how much relationship capital matters in federal contracting, and the checklist prompts users to evaluate whether they are investing enough in that area.
“It’s not about one event or one meeting. It’s about building relationships over time,” Fowlkes said.
The tool also reflects her commitment to making support for small businesses more practical and less theoretical. She designed it to be something someone could use in under 20 minutes and walk away with a clear sense of what to do next.
Use This in 15 Minutes
Download the Federal Contracting Readiness Checklist and print it or open it on your computer. Set a timer for 15 minutes. Go through each section and mark yes or no for every question. Do not skip questions or spend time researching answers. This is a snapshot of where you are right now.
When the timer goes off, review your answers. Circle the section with the most no answers. That is your starting point. Pick one action item from that section and schedule time this week to work on it. Do not try to fix everything at once.
If you marked no on basic registrations, start with SAM.gov. If you marked no on past performance documentation, create a simple template to capture project details going forward. If you marked no on relationship building, find one industry event in the next 30 days and register.
Use the checklist again in 60 days to measure progress. Small firms that complete this exercise often find that just a few targeted improvements make them significantly more competitive.
Common Mistakes People Make
One of the most common mistakes small firms make is waiting until they see a solicitation to start preparing. By that point, they are already behind. Federal contracting requires upfront investment in systems, relationships, and documentation that cannot be rushed.
Another mistake is assuming technical capability is enough. Firms with strong engineering or design expertise often fail to recognize that federal clients also evaluate financial stability, past performance, and risk management. The checklist helps firms see the full picture of what agencies and prime contractors are assessing.
Small firms also tend to treat networking events as optional. They attend when convenient, but do not build consistent relationships over time. That approach limits access to teaming opportunities and market intelligence that can make or break a bid decision.
Finally, many small firms do not track their own past performance in a way that can be easily shared with potential partners. They complete projects but fail to document outcomes, lessons learned, or client feedback. Without that documentation, it becomes difficult to demonstrate capability to new partners or agencies.
Take Action Today
Visit sarahfowlkes.com to download the Federal Contracting Readiness Checklist. Print it out and complete it in one sitting. Identify the weakest area and choose one action item to address this week. Use the checklist as a baseline to measure progress over the next 60 days. If you are a small business owner in the A/E industry, this is your starting point for getting ready to compete.
About Sarah Fowlkes
Sarah Fowlkes is a Client Account Manager at Jacobs, supporting Army and Air Force clients in the architecture and engineering sector. She has served on the SAME San Antonio Post Board of Directors for eight years and currently serves as President. She previously spent seven years in business development at AmaTerra Environmental and has taught in public schools and worked as a pharmacy technician. She received the SAME Regional Vice President Medal and the SAME National Post Small Business Liaison Officer Award in 2023. She is based in New Braunfels, Texas.
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