Pitch Day

A Pitch Day is an innovative federal acquisition event modeled on startup demo days, where vendors present working solutions to government evaluators in brief demonstrations and agencies issue contracts or agreements to selected companies on the same day, eliminating the months-long traditional evaluation cycle.

What is a Pitch Day?

Pitch Day is a government acquisition innovation pioneered by the Air Force in 2019, where agencies invite pre-screened vendors to deliver 10-15 minute demonstrations of working solutions to a defined problem, with contracting officers empowered to issue contracts or Other Transaction agreements to winning teams before the event concludes.

The Pitch Day model includes several key elements:

• Pre-screening: Agencies issue a brief announcement (often via CSO white paper process) and select vendors to present at the event, reducing the pool to 20-60 teams.
• Live demonstrations: Each vendor demonstrates a working product or prototype, not a slide presentation or proposal. Evaluators assess working solutions, not promises.
• Same-day awards: Contracting officials are pre-positioned with contracting authority to issue awards on the spot to selected vendors. Award values are typically in the $50,000-$750,000 range for initial contracts.
• Rapid payment: Many Pitch Days use DoD's authority to issue OTA agreements or small contracts that can be funded and processed on the event day.

The Air Force's first Pitch Day in March 2019 awarded 51 contracts worth $33 million to startups and small businesses in a single day. The model was subsequently adopted by the Army, Navy, Space Force, and several civilian agencies.

Pitch Days target non-traditional contractors - startups, small businesses, and commercial technology firms - that have the innovation the government needs but lack the proposal writing infrastructure and patience for traditional 6-12 month procurement cycles.

Why Pitch Day matters for government contractors

For startups and commercial technology firms with working solutions, Pitch Days represent the fastest path from introduction to an initial government contract. A Pitch Day award serves as a critical proof-of-concept validation and government customer reference that opens doors to follow-on contracts and larger program competitions. Companies with mature commercial products should actively monitor Pitch Day announcements on SAM.gov and agency innovation office websites.

Example

The Space Force launches a Pitch Day for commercial satellite communications solutions. Thirty companies are selected from white paper submissions to present at a two-day event in Colorado Springs. Each company gets 12 minutes to demonstrate their solution using Space Force-provided test parameters and 3 minutes for Q&A. Twelve companies receive OTA agreements averaging $350,000 each for prototype development, all awarded before the end of Day 2. The contracts are funded and signed on-site by a contracting officer with pre-delegated warrant authority.

Frequently Asked Questions

How are vendors selected to present at a Pitch Day?

Selection varies by event but typically involves a brief white paper or application submitted through SAM.gov, Challenge.gov, or an agency innovation office. Evaluators screen submissions for relevance to the defined problem, technology readiness level, and vendor capability. Selection for presentation does not guarantee an award - companies must still deliver a competitive demonstration.

What type of contracts are awarded at Pitch Days?

Most Pitch Day awards are Other Transaction Authority (OTA) agreements for prototype development, small FAR-based contracts for feasibility assessment, or SBIR Phase I/II agreements. The common characteristic is small initial value ($50K-$750K) and quick execution. Follow-on production contracts require separate competitive processes but may favor Pitch Day awardees who demonstrated successful prototypes.

Do Pitch Day vendors need to be registered in SAM.gov?

Yes. Even for rapid acquisition events, vendors receiving federal contracts must be registered in SAM.gov. Many agencies now include same-day SAM registration assistance at Pitch Day venues to remove this barrier for companies that arrive without active registration. Vendors should pre-register in SAM.gov well before a Pitch Day event to avoid last-minute complications.

What happens to Pitch Day awardees after the initial contract?

Initial Pitch Day awards are typically small-dollar, short-duration prototype contracts. Successful prototypers may be invited to compete in a follow-on competition for larger production or scaling contracts. Some agencies structure Pitch Day awards to include options for follow-on phases. The Pitch Day award is an entry point, not an end destination - companies should develop a clear roadmap from prototype to production before pursuing Pitch Day opportunities.