How to Sell to NASA

NASA's annual budget exceeds $25 billion, with spending across space exploration, Earth science, aeronautics research, and operational support. Unlike DARPA (which funds research) or the DoD (which buys finished systems), NASA does both: they fund long-term research through grants and contracts, and they procure operational systems for spacecraft, launch support, and ground infrastructure.

NASA is also unusual in that much of their R&D is conducted by academic institutions, non-profit research centers, and NASA's own centers (JPL, Glenn, Kennedy, etc.). If you're a private company, you might partner with these institutions, contract directly with NASA, or sell products and services to support NASA operations.

NASA's Budget and Spending Priorities

NASA's ~$25B budget breaks roughly as:

• Space Exploration ($8B+)—Artemis lunar program, commercial crew and cargo, deep space exploration
• Aeronautics Research ($600M+)—Aircraft efficiency, quiet aircraft, autonomous flight
• Earth Science ($2B+)—Climate monitoring, Earth observation satellites, environmental data
• Science and Space Science ($8B+)—Astrophysics, planetary exploration, fundamental research
• Operational and Support Services (~$4B+)—Ground operations, IT, facilities, contractor support

Most spending is concentrated in large contractors (Boeing, Lockheed Martin, SpaceX, Northrop Grumman). But there are opportunities for smaller companies in specialized areas: advanced materials, software systems, testing and validation, and components.

NASA's Three Primary Procurement Pathways

SBIR/STTR Program is NASA's first-choice pathway for small businesses. NASA allocates approximately $200M+ annually to SBIR/STTR across space technology, Earth science, and exploration-related problems. Phase I awards ($175-225K) fund feasibility studies. Phase II ($600-750K) funds development. Phase IIb (up to $2M) funds commercialization and transition to flight.

NASA's SBIR is particularly favorable to tech companies because NASA understands that innovation often comes from smaller teams moving fast. Success rates are 15-25%—better than traditional grants. And once you win Phase I, moving to Phase II is relatively straightforward if you hit technical milestones.

NASA Center Contracts are awarded directly by the 10 NASA centers (Kennedy Space Center, Jet Propulsion Laboratory, Glenn Research Center, etc.). Each center manages its own procurement for center-specific needs: ground operations, testing facilities, component development, software systems. These are often won through traditional FAR procurements or GSA Schedule contracts.

Commercial Partnerships are increasingly important, especially around launch services and crew transport. SpaceX, Blue Origin, and others have won large contracts to provide commercial launch and crew services. Axiom Space is building commercial modules for the International Space Station. If your product could support commercial space activities, NASA is interested.

Winning NASA SBIR/STTR Contracts

The process is straightforward but competitive. NASA publishes SBIR/STTR solicitations on SBIR.gov with explicit topic areas. A topic might read: "Autonomous systems for lunar surface operations" or "Materials for reusable space launch vehicles."

Your proposal needs to:

• Clearly map your innovation to the stated topic
• Explain why it matters for NASA's mission
• Provide realistic technical approach and milestones
• Demonstrate your team's capability
• Show commercialization potential (NASA wants small business winners to build viable companies)

NASA evaluates on innovation, feasibility, and commercialization likelihood. They're less interested in established companies with deep government relationships and more interested in innovative small businesses that can move fast.

Working with NASA Centers

If you want to contract directly with a NASA center, understand that each center operates semi-autonomously. Kennedy Space Center has different priorities than JPL, which has different priorities than Glenn.

The approach: identify the center that matches your capability. Contact their Procurement Office and introduce your solution. Ask which current programs might benefit. Ask about upcoming solicitations. Build a relationship with the center's technical community (scientists and engineers, not just procurement officers).

Many NASA center contracts go to established contractors. But there are opportunities if you can demonstrate capability in specialized areas: advanced testing, unique manufacturing capabilities, or novel software solutions that solve specific technical problems.

Commercial Space: Your Fastest Growing Opportunity

NASA is deliberately moving away from being the primary operator of space systems. Instead, they're contracting with commercial companies to provide launch, in-space transportation, and logistics services.

If you're building space hardware (launch vehicles, spacecraft, components, life support systems) or services (in-space manufacturing, orbital logistics, refueling), NASA is a major potential customer. This is where entrepreneurial companies are winning significant contracts.

Getting on NASA's Radar

Start here:

• Visit SBIR.gov and subscribe to NASA SBIR solicitations. Even if you're not ready to bid, you'll understand what NASA prioritizes.
• Identify the NASA center that matches your capability. Visit their website and read their strategic plans.
• Register on SAM.gov with space-related NAICS codes
• If you're a small business, prepare your SBIR pitch. Talk to existing NASA SBIR winners about what worked for them.
• Attend NASA industry days and conferences (NASA holds regular vendor summits)

For commercial space specifically, understand NASA's technology roadmap for commercial systems. They publish this publicly. Your product roadmap should align with NASA's stated needs.

Common Mistakes

Submitting SBIR proposals to the wrong center or topic area (read the solicitations carefully). Overselling space heritage you don't have (NASA can distinguish real experience from exaggeration). Underestimating the technical rigor NASA expects (your proposal will be reviewed by space experts). Building for NASA's specific needs without thinking about commercialization (NASA wants you to succeed as a company, not just complete the project).

NASA is one of the few federal agencies genuinely interested in your long-term success as a company. They'll fund R&D that's too risky for commercial investors, with the explicit goal of building a viable commercial space industry.

What to Do This Week

Read three recent NASA SBIR Phase II awards in your technology domain. Search SAM.gov for NASA contracts awarded to companies similar to yours. Identify which NASA center aligns with your capability and read their strategic plan. If you're a small business building space technology, draft your SBIR Phase I proposal outline (even if you're not submitting yet). Finally, if you're building commercial space capabilities, review NASA's commercial partnerships roadmap and see if there's alignment with your product.