Comprehensive guide to selling to NASA, including SBIR/STTR programs, procurement offices, and commercial space opportunities.
The National Aeronautics and Space Administration (NASA) is a unique government agency with an annual budget exceeding $25 billion dedicated to space exploration, aeronautics research, and Earth science. Unlike the Department of Defense, NASA focuses on civilian space missions, scientific research, technology development, and international cooperation. However, NASA procurement represents a significant opportunity for contractors, particularly for technology development, research services, and hardware manufacturing.
NASA operates 10 field centers across the United States, each with distinct missions and procurement authority. Johnson Space Center in Houston manages human spaceflight programs including the International Space Station. Kennedy Space Center manages launch operations. Marshall Space Flight Center in Huntsville, Alabama manages propulsion and large-scale engineering projects. Goddard Space Flight Center in Greenbelt, Maryland focuses on science missions and satellite development. Jet Propulsion Laboratory in California is famous for Mars rovers and deep space exploration. Each center buys significant quantities of hardware, services, and research support.
NASA's procurement spans multiple categories: Launch vehicles and launch services for getting payloads to space; Spacecraft design, development, and manufacturing; Scientific instruments and sensors for space missions; Ground support equipment and mission control systems; Research and development contracts for emerging technologies; Engineering and technical support services; Life support and habitat systems for crewed missions; Robotics and autonomous systems; Materials and advanced manufacturing; IT and data management systems.
What distinguishes NASA from defense procurement is the emphasis on scientific discovery, international collaboration, and long-term exploration objectives rather than military capability. This creates different technical requirements and procurement approaches. NASA also emphasizes commercial partnerships and increasingly relies on commercial companies for launch, cargo delivery, and crew transportation services.
NASA procurement follows federal regulations but with some unique approaches. NASA must follow FAR (Federal Acquisition Regulation) like all federal agencies, but NASA maintains its own Federal Acquisition Regulation Supplement (NFS - NASA FAR Supplement) that adds NASA-specific requirements. These include technical documentation standards, safety requirements, and mission-specific standards.
NASA procurement is organized by center, with each center having procurement authority for its programs. This means there is no single NASA procurement office; rather, each center manages procurement for its missions and projects. The lead center for a particular mission typically has primary procurement authority, though other centers may participate as partners.
NASA uses several contracting approaches. For large programs like Space Launch System development or Artemis lunar systems, NASA issues competitive RFPs with lengthy evaluation periods and formal source selection. For smaller research and development work, NASA uses cost-reimbursable contracts. NASA also extensively uses cost-sharing and Space Act Agreements for commercial partnerships where companies share development risk in exchange for exclusive commercialization rights.
A critical element of NASA procurement is the emphasis on mission assurance and safety. NASA contracts typically include extensive qualification, testing, and certification requirements. Contractors must demonstrate that their products or services meet rigorous reliability, safety, and quality standards. This drives higher costs than commercial equivalents but ensures mission success.
Timeline for NASA major programs is similar to DoD: concept to production can take 5-10+ years. However, NASA is increasingly using commercial development where possible to accelerate timelines. Commercial contracts may compress development to 2-3 years.
SBIR/STTR Programs
NASA has robust Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) programs. SBIR solicitations are released multiple times per year with topics directly tied to NASA mission needs. Phase I contracts ($150K-$225K) are 6 months for feasibility studies. Phase II contracts ($600K-$900K) are 2 years for prototype development. Some Phase II projects are selected for Phase IIB funding ($200K-$300K additional). Successful Phase II projects can transition to production contracts with NASA or commercial partnerships.
Artemis Human Lunar Exploration Program
Artemis is NASA's ambitious program to return humans to the Moon and establish a sustainable presence there. The program includes the Space Launch System (SLS) heavy-lift launch vehicle, Orion spacecraft, Lunar Gateway space station, and Human Landing System (HLS). These programs drive enormous demand for contractors across propulsion, structures, avionics, life support, and numerous other subsystems. Multiple contractors are involved at different tiers.
Commercial Crew Program and Commercial Cargo Program
NASA partners with commercial companies to provide crew and cargo transportation to the International Space Station. SpaceX, Boeing, and others have major contracts in these programs. Beyond the primary contractors, opportunities exist for subcontractors providing components, technical services, and specialized systems.
Space Telescope Programs
NASA operates and plans advanced space telescopes including the James Webb Space Telescope and future missions. These programs require cutting-edge optical systems, cryogenic systems, advanced materials, and specialized manufacturing. Contractors providing high-precision optics, thermal control systems, and scientific instruments have significant opportunity.
Mars Exploration and Planetary Science
Mars rovers (Curiosity, Perseverance) and upcoming missions drive ongoing demand for robotics, autonomous navigation systems, scientific instruments, and specialized materials that can survive harsh Martian environments. JPL manages many of these programs and works with contractors across the country.
Earth Science and Climate Research
NASA operates satellite missions focused on Earth observation, climate science, and weather monitoring. These missions require satellite development, sensor manufacturing, data processing systems, and scientific analysis services. The growing emphasis on climate monitoring is driving increased investment in these areas.
Aeronautics Research
NASA maintains significant aeronautics research programs focused on advanced aircraft concepts, sustainable aviation fuel, electric propulsion, and autonomous flight systems. Research centers like Langley, Glenn, and Ames conduct experiments and contract with industry for specialized research support.
Commercial Lunar Lander Program
NASA is partnering with commercial companies to develop lunar landers for cargo delivery. These partnerships, structured as Space Act Agreements, offer opportunities for companies to develop lunar capabilities with NASA support.
Advanced Technology Development and Demonstrations
Various NASA programs focus on developing advanced technologies for future missions including in-situ resource utilization, advanced propulsion, life support system innovations, and power systems. SBIR programs particularly target these areas.
Step 1: Identify Your NASA Center Customer
Determine which NASA center is most relevant to your capability. If you provide launch services, Kennedy or commercial partners are relevant. If you provide spacecraft components, Johnson, Marshall, or Goddard might be customers. If you provide robotics, JPL is critical. Research which center manages programs relevant to your business and which program managers oversee those programs.
Step 2: Understand NASA Technical Standards and Requirements
NASA contracts require adherence to strict technical standards documented in NASA handbooks and center-specific requirements. Familiarize yourself with relevant standards such as NASA-STD documents for reliability, quality assurance, and mission success. Many NASA contracts require AS9100 certification (aerospace quality management). Understanding these requirements upfront will accelerate your ability to pursue NASA work.
Step 3: Consider SBIR as Entry Point
If you're new to NASA or developing innovative technology, SBIR is an excellent entry point. SBIR proposals require less past performance history than traditional NASA contracts and focus on technical innovation. Monitor NASA SBIR solicitations (released multiple times per year) and submit proposals on topics aligned with your technology. Phase I contracts are relatively low-risk ways to establish credibility with NASA.
Step 4: Build Relationships with NASA Program Managers
Like DoD, NASA success depends on relationships with program managers. Attend NASA conferences and events. Request meetings with program managers managing programs relevant to your capability. Provide unsolicited proposals if appropriate. Program managers appreciate contractors who understand their missions and can propose solutions to their challenges.
Step 5: Establish Space Act Agreements if Appropriate
NASA uses Space Act Agreements as a partnership vehicle where government and industry share development costs and benefits. If your company is developing space-relevant technology, a Space Act Agreement with NASA can provide development support and credibility while allowing your company to commercialize the technology. Space Act Agreements are increasingly common for commercial space ventures.
Step 6: Become Familiar with NASA Procurement Systems
NASA uses various procurement systems including SAM.gov for traditional procurements and the NASA SBIR portal for SBIR solicitations. Register in SAM.gov and familiarize yourself with the NASA SBIR portal if pursuing SBIR contracts. Monitor these systems for opportunities aligned with your capabilities.
Step 7: Invest in Quality and Reliability Certifications
NASA values quality and reliability above almost everything else. Obtaining AS9100 certification (aerospace quality management system) is valuable if pursuing NASA contracts. Additionally, developing quality processes and reliability engineering practices aligned with NASA standards will make your company more attractive to NASA program managers.
Step 8: Understand Mission Assurance and Safety Requirements
NASA places extreme emphasis on mission success and safety. This means extensive testing, qualification, and certification requirements for hardware. Budget for these activities in your cost estimates. Demonstrate your company's capability to manage safety-critical systems and perform the extensive testing NASA requires.
Step 9: Build Long-Term Relationships and Track Record
Success with NASA comes from building long-term relationships and developing a track record of reliable performance. Start with smaller contracts or SBIR projects, perform excellently, and use that credibility to pursue larger opportunities. Companies that work with NASA over many years and deliver reliable results win increasingly larger contracts and responsibilities.
Step 10: Monitor Commercial Space Opportunities
NASA increasingly partners with commercial companies for space services. If your company provides launch services, payload integration, orbital operations, or space-based services, explore commercial space partnerships with NASA. Companies like SpaceX, Blue Origin, and Axiom Space are pioneering commercial space operations. Commercial partnerships may offer faster timelines and different contracting approaches than traditional NASA procurement.