References, References and more References that I just don't have

So, my business is relatively new. My business is state and federal IT contracting. I have pretty much everything setup and have been searching and responding to proposals that are technically appropriate for my business. I can respond to the req, however it gets to the point of references.

Of course the answer is I have no business references, considering my business has been alive for only a few months!!! However, COTRs (Contracting Officers) will come back as indicating that I'm no longer qualified for submission if I don't meet the reference requirement.

Obvious question is how do small and NEW business break through this issue.