Best CRM for Government Contractors in 2026

Winning public contracts is tough.

👉🏼 Try folk now to centralize contract deadlines and agency contacts

You're juggling strict compliance rules, endless documentation, and multiple agencies—all at once.

You need clarity. Speed. Control.

That's where a CRM built for government contractors comes in.

It helps you centralize contract data, track every agency interaction, and manage your pipeline—without missing a deadline.

Для кого предназначено это руководство

In this guide, discover the best CRM for government contractor success: tools that boost productivity, simplify compliance, and help you win more bids.

The 5 best CRMs for government contractors

👉 Попробуйте folk CRM бесплатно

1. народный

folk is a modern CRM platform specifically designed for mid-sized government contracting teams of 20-50 people, offering customizable pipelines, AI-driven contact enrichment, and streamlined workflows to enhance deal management and prospecting efficiency.

Основные характеристики

• Contact enrichment: Automatically enriches contact details by finding emails and LinkedIn URLs of government procurement officers and agency decision-makers, enabling efficient outreach without manual data entry or additional costs.
• Social media integration: Seamlessly import contacts from LinkedIn, Instagram, Twitter and more to track government agency contacts and procurement officers within folk, using templates for quicker, streamlined communication.
• Mail merge and email sequences: Full email sync, templates, and tracking features, enabling contracting teams to manage all government agency communications directly from the CRM.
• AI-powered features: AI tools assist in managing government contacts and procurement relationships, automating routine compliance tasks, and suggesting actions to improve contract win rates.
• Integrations: folk connects via its open API and native integrations (e.g., Kaspr, Allo, Salesforge, PandaDoc) and also through Zapier and Make to 6,000+ tools.

Плюсы

• Perfect for mid-sized teams: folk is optimized for government contracting teams of 20-50 people, providing the right balance of functionality and simplicity without overwhelming features that larger enterprise solutions offer.
• Government contractor workflow: folk streamlines the entire government contracting process by allowing teams to import agency contacts from LinkedIn, automatically find procurement officer emails, reach out through customizable proposal sequences, and track contract opportunities in specialized pipelines.
• Full customizability for compliance: Teams have complete control over custom fields for contract types, compliance requirements, security clearance levels, and specialized workflows that government contractors need.
• Cost-effective scaling: At $20 per user per month, folk provides exceptional value for growing government contracting teams, eliminating the need for multiple tools while staying within mid-sized company budgets.

Минусы

• Reporting: folk offers advanced analytics—pipeline and deal stage analytics, revenue forecasting with weighted probabilities, and breakdowns by owner, channel, industry, region, or any custom field—enabling teams to track government contract performance using custom fields and dashboards.
  

Цены и тарифные планы

You can try folk for free with a 14-day free trial—perfect for government contracting teams to test workflows. After that, monthly or annual subscription plans are as follows.

• Standard: $20 per user, per month—ideal for teams of 20-50 people.
• Premium: $40 per user, per month—includes advanced automation for larger contract pipelines.
• Custom: Starts from $80 per user, per month—for specialized government compliance requirements.

👉 Попробуйте folk CRM бесплатно

2. HubSpot

Hubspot CRM is a comprehensive platform offering integrated tools for managing sales, marketing, customer service, and operations, though it can become expensive for government contracting teams as they scale beyond basic features.

Основные характеристики

• Sales Hub: Provides deal tracking, pipeline management, sales automation, and reporting, essential for managing government contracts efficiently.
• Marketing Hub: Includes email marketing, ad tracking, landing pages, and lead generation tools to help government contractors attract and engage potential leads.
• Service Hub: Offers customer service tools like ticketing, live chat, and knowledge bases, ensuring excellent support for government clients.
• Operations Hub: Syncs and automates business processes across different systems, streamlining operations for government contractors.
• Lead scoring: Prioritize leads with predictive scoring to improve sales efficiency and focus on high-potential government contracts.

Плюсы

• User-friendly interface: The intuitive and easy-to-use interface makes it accessible for users of all skill levels, crucial for government contractors who need quick onboarding.
• Seamless integration with marketing tools: Integrates smoothly with marketing, sales, and service hubs, creating a unified platform for managing government contracts and customer relationships.
• Возможности автоматизации: предоставляет мощные инструменты автоматизации для таких задач, как электронный маркетинг, работа с потенциальными клиентами и рабочие процессы продаж, что позволяет сэкономить время и повысить эффективность.
• Customizable dashboard and reports: Allows users to create customized dashboards and reports to track metrics and gain insights into government contract performance.
• Strong customer support: Offers excellent customer support, including live chat, phone support, and a vast knowledge base, ensuring government contractors have the help they need.

Минусы

• High cost at higher tiers: The pricing can become expensive as you move to higher tiers, which may be prohibitive for mid-sized government contracting teams of 20-50 people as they scale.
• Limited customization in free plan: The free plan and lower tiers have limited customization options, which can restrict flexibility for growing government contractors.
• Сложность расширенных функций: некоторые расширенные функции, такие как настраиваемые отчеты и рабочие процессы, требуют длительного освоения и могут потребовать дополнительного обучения.
• Email marketing limits: Email marketing functionality in the free plan is restricted by limits on the number of emails you can send, which can be a drawback for government contractors with larger lists.
• Additional costs for add-ons: Many useful features, like advanced CRM capabilities and integrations, come as paid add-ons, increasing the overall cost for teams of 20-50 people.
  
  

Цены и тарифные планы

Цены и тарифные планы на пакет CRM при годовой подписке следующие.

• Стартовый пакет: 15 долларов США за пользователя в месяц.
• Профессиональная версия: 450 долларов США за пользователя в месяц.
• Enterprise: 1500 долларов США за пользователя в месяц.

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3. Pipedrive

Pipedrive is a web-based CRM focused on visual pipeline management for small businesses, though it may lack the specialized features that government contracting teams of 20-50 people typically require for complex compliance tracking.

Основные характеристики

• Lead and deal management: Centralized tools to manage customer data, interactions, and sales pipelines, helping government contractors efficiently track and act on opportunities.
• Sales automation: Workflow automation to handle repetitive tasks, such as lead routing, follow-ups, and email sequences, allowing government contractors to focus on securing contracts.
• Email integration: Full email sync, templates, and tracking features, enabling users to manage all communications directly from the CRM, crucial for maintaining clear and consistent communication with government agencies.
• Advanced reporting and analytics: Real-time data analytics and custom reporting tools to track performance, forecast revenue, and gain actionable insights, essential for making informed decisions in the competitive government contracting space.
• Customization and security: Options to customize pipelines, fields, and user permissions, with robust security measures to protect sensitive government contract data.

Плюсы

• User-friendly interface: The intuitive and visually appealing interface makes it easy for government contractors to navigate and manage their sales pipelines.
• Sales pipeline focus: Designed specifically for managing sales pipelines, offering a visual approach that helps government contractors track deals and activities effectively.
• Customization: Allows for a high degree of customization, enabling government contractors to tailor the platform to their specific processes with custom fields and workflows.
• Функции автоматизации: включает инструменты автоматизации, которые помогают оптимизировать повторяющиеся задачи, такие как отправка последующих электронных писем и продвижение сделок по воронке продаж, что позволяет сэкономить время и повысить производительность.
• Reporting and analytics: Offers robust reporting and analytics tools that provide valuable insights into sales performance and help identify areas for improvement, crucial for government contractors aiming to optimize their strategies.

Минусы

• Ограниченные расширенные функции: отсутствует ряд более продвинутых функций CRM, таких как расширенные возможности автоматизации маркетинга и искусственного интеллекта, которые доступны на других платформах.
• Базовая отчетность на нижних уровнях: функции отчетности и аналитики в базовых планах несколько ограничены, что требует обновления для доступа к более подробной информации.
• Отсутствие встроенного инструмента для рассылки писем: не включает встроенные функции рассылки писем, поэтому пользователям необходимо интегрировать сторонние инструменты для рассылки писем, чтобы получить такую функциональность.
• Price Increases with add-ons: The cost can increase quickly when additional features or integrations are added, making it less cost-effective for government contractors with growing needs.
• Limited project management features: Primarily focused on sales, and lacks robust project management features, requiring the use of additional tools for project tracking.
  

Цены и тарифные планы

An annual subscription plan basis is as follows.

• Базовый план: от 24 долларов США за пользователя в месяц.
• Расширенный план: от 44 долларов США за пользователя в месяц.
• Power plan: Starts from $79 per user, per month.
• Enterprise plan: Starts from $129 per user, per month.

4. Zoho

Zoho is a CRM system with a strong sales focus and comprehensive customization options, though it can be complex to set up and may require technical expertise that mid-sized government contracting teams don't always have readily available.

Основные характеристики

• Sales automation: Automates sales tasks like lead management, deal tracking, and follow-up actions.
• Customizable dashboards and reports: Allows users to create and customize dashboards and reports for in-depth analytics.
• Lead and contact management: Manages customer information, tracks interactions, and segments contacts for targeted campaigns.
• Workflow automation: Automates routine tasks and processes to improve efficiency and reduce manual effort.
• Security and privacy controls: Provides robust security features including role-based access, data encryption, and GDPR compliance.

Плюсы

• Настройка: широкие возможности настройки позволяют компаниям адаптировать CRM к своим конкретным потребностям, включая настраиваемые поля, модули и рабочие процессы.
• Integration with Zoho Suite: Seamless integration with other Zoho products (like Zoho Books, Zoho Projects, and Zoho Campaigns) creates a comprehensive ecosystem for managing different business functions.
• Многоканальная коммуникация: Zoho CRM поддерживает электронную почту, телефон, социальные сети и онлайн-чат, позволяя компаниям управлять всеми взаимодействиями с клиентами с одной платформы.
• Scalability: The platform is highly scalable, making it suitable for growing businesses. It can support small teams and large enterprises alike, with features that scale with business needs.
• Strong security: Zoho CRM provides robust security measures, including data encryption, two-factor authentication, and role-based access, ensuring data protection and compliance.

Минусы

• Steep learning curve: The extensive customization options can be overwhelming for new users, requiring a significant time investment to master the platform, which can be challenging for busy government contracting teams of 20-50 people.
• Сложная настройка: первоначальная настройка и конфигурация могут быть сложными, особенно для компаний, не имеющих технических знаний или специальных ИТ-ресурсов.
• Ограниченная интеграция с сторонними приложениями: хотя Zoho хорошо интегрируется с собственным набором продуктов, интеграция со сторонними приложениями может быть ограничена или потребовать дополнительных усилий.
• Data migration challenges: Migrating data from other CRMs to Zoho can be difficult and time-consuming, often requiring manual adjustments.
• Customization requires technical knowledge: Advanced customizations often require technical expertise, which can be a barrier for non-technical users.
  

Цены и тарифные планы

Free plan limited to three users suitable for small businesses. After that, an annual subscription plan is as follows.

• Стандартный: 20 долларов США за пользователя в месяц.
• Профессиональная версия: 35 долларов США за пользователя в месяц.
• Предприятие: 50 долларов США за пользователя в месяц.

5. Salesforce

Salesforce is a robust CRM platform designed for large enterprises, offering extensive features for sales, marketing, service, and analytics, but it can be overly complex and expensive for mid-sized government contracting teams of 20-50 people.

Основные характеристики

• Comprehensive ecosystem: A unified platform offering CRM, marketing automation, customer service, and custom app development, suitable for the varied needs of government contractors.
• Customization and scalability: Salesforce is highly customizable and scalable, allowing government contractors to tailor the platform to complex workflows and manage significant growth.
• Artificial Intelligence (AI) integration: Salesforce Einstein offers AI-driven analytics and automation, providing insights that help government contractors optimize their strategies.
• Extensive integration capabilities: With Salesforce's AppExchange, government contractors can integrate the platform with a wide range of third-party applications, ensuring seamless operation across different business systems.
• Enterprise-grade security and compliance: Salesforce provides robust security measures and compliance features, critical for government contractors handling sensitive customer data.

Плюсы

• Comprehensive feature set: Salesforce offers an extensive range of features covering sales, service, marketing, and more, making it a powerful tool for managing all aspects of government contractor relationships.
• Highly customizable: Salesforce is highly customizable, allowing government contractors to tailor the platform to their specific needs with custom fields, objects, and workflows.
• Extensive integration capabilities: Salesforce integrates with a vast array of third-party applications, as well as its own ecosystem of tools, enabling seamless data flow across platforms.
• Scalability: Salesforce is highly scalable, making it suitable for government contractors of all sizes, from small startups to large enterprises, with the ability to grow with your business.
• Advanced analytics and reporting: Salesforce provides powerful analytics and reporting tools, allowing government contractors to gain deep insights into their data and make informed decisions.

Минусы

• High cost: Salesforce can be expensive, especially for mid-sized government contracting teams of 20-50 people, with high licensing fees and additional costs for add-ons and customization.
• Steep learning curve: Due to its extensive feature set and complexity, Salesforce often requires significant time and training for users to become proficient.
• Сложная настройка и адаптация: первоначальная настройка и адаптация могут быть сложными и часто требуют помощи экспертов или сертифицированных консультантов, что увеличивает общую стоимость.
• Пользовательский интерфейс: Некоторые пользователи считают интерфейс Salesforce устаревшим и не таким интуитивным, как другие современные CRM-платформы, что может затруднять его использование.
• Overwhelming for small teams: Salesforce's robust features may be overkill for mid-sized government contracting teams of 20-50 people, leading to underutilization of the platform's capabilities.
  

Цены и тарифные планы

• Starter Suite: $25/user/month provides basic CRM features for small businesses.
• Pro Suite: $100/user/month includes advanced tools for growing businesses.
• Enterprise Plan: $165/user/month offers extensive customization and automation for large companies.
• Unlimited Plan: $330/user/month provides comprehensive features for large enterprises.
• Einstein 1 Sales: 500 долларов США за пользователя в месяц — предоставляет аналитическую информацию на основе искусственного интеллекта и расширенные функции для крупных предприятий.

👉🏼 Try folk now to never miss a follow-up on government bids

Почему вам нужна CRM

Government contracting is complex for teams of 20-50 people.

You juggle multiple contract deadlines, strict compliance requirements, and numerous agency stakeholders.

A CRM helps mid-sized contracting teams stay in control.

It centralizes contract data, automates compliance tasks, and streamlines agency communication.

With vs. Without a CRM for Government Contractors

Заключение

The right CRM can transform how mid-sized government contracting teams of 20-50 people manage contracts and agency relationships.

Whether you're focused on procurement outreach, compliance tracking, or contract pipeline management, each tool in this list brings something valuable:

• folk CRM is specifically designed for teams of 20-50 people, keeping everything in one place with smart contact enrichment, LinkedIn sync, and government contractor workflows.
• HubSpot offers a full-suite approach for marketing, sales, and support, but becomes expensive for mid-sized teams.
• Pipedrive simplifies pipeline management with a visual interface, but lacks specialized government contracting features.
• Zoho delivers deep customization at a budget-friendly price, but requires technical expertise to set up properly.
• Salesforce powers complex operations at enterprise scale, but is overwhelming and expensive for teams of 20-50 people.

For government contracting teams of 20-50 people, folk CRM emerges as the clear winner, offering the perfect balance of functionality, ease of use, and cost-effectiveness specifically designed for your team size and use case.

Ready to test the best CRM for mid-sized government contracting teams? Try folk CRM for free

Need help deciding?
👉 Use our free tool to find the best fit for your team.

Часто задаваемые вопросы

What is the best CRM for government contractors?

Top options include folk, HubSpot, Pipedrive, Zoho, and Salesforce. Choice depends on team size, budget, and compliance needs. For mid-sized teams (20–50), folk offers contact enrichment, LinkedIn import, pipelines, and email sequences.

What features should a CRM for government contracting include?

Key needs: customizable pipelines; compliance fields (NAICS, set-aside, clearance); contact enrichment; LinkedIn import; email sequences; role-based permissions; audit trails; clear reporting/forecasting; API integrations; strong security.

How do you set up a CRM pipeline for government contracts?

Mirror the acquisition cycle: Market research, Sources Sought/RFI, Pre-RFP, RFP, Proposal, Evaluation, Award, Post-award. Add fields (agency, vehicle, NAICS, due date, value, probability), assign owners, set SLAs, and automate reminders and follow-ups.

How much does a CRM cost for government contractors?

Expect $15–$500 per user/month by tier and features. Typical starting prices: folk $20, Pipedrive $24, Zoho $20, Salesforce $25+, HubSpot suite higher. Costs rise with automation, reporting depth, users, storage, and add-ons.