Over a decade ago, I led RCI Technologies into the public sector, and it was overwhelming. The government contracting world was completely different from our private sector work. But with determination and perseverance, we grew. Fast forward to today, and RCI is a trusted MWBE partner for government agencies, helping modernize and secure their IT systems.
So many mentors helped me grow to where we are today, and now I strive to give back to the MWBE community as well. Through years of mentoring and hosting sessions with NYC Department of Small Business Services I've seen the same challenges come up again and again.
Whether it's networking, marketing, or partnering with primes, here are the four areas where I hear the most questions and the practical strategies that have worked for me and my mentees:
1️⃣ Building a Network
Authenticity matters. Ignore titles; treat everyone like they are a key decision-maker. Be human, and remember that the person you’re connecting with is human too.
Smaller events often lead to deeper connections. Big conferences can leave you with a pile of business cards but no genuine relationships. I've seen more value in intimate settings where you can actually connect.
2️⃣ Marketing to Agencies
Focus is key. Instead of trying to serve everyone, pick 2 or 3 agencies and understand their mission, values, and needs. Most agencies publish their annual roadmap or strategy on their website, which can be a great resource to understand their priorities.
Learn their language. Government contracting is full of specific terms. Adopting their terminology shows you’ve done your homework.
Attend events hosted by your target agencies and ask insightful questions - not ones you could easily find answers to online.
Get to know small business advocates within those agencies. Do not view them as gatekeepers; instead, see them as mentors who can provide insight into the agency culture.
3️⃣ Working with Primes
Go beyond the list of approved primes. Research prime contractors who are consistently winning contracts with your target agencies.
Communicate your niche clearly. Make it easy for them to see how you add value to their proposals.
Above all, trust your instincts. Work with primes who align with your values. If it doesn’t feel like a win-win, it's ok to walk away.
4️⃣ Addressing Past Performance
If you don’t have direct government contract experience, leverage private sector projects. Frame your case studies using language that resonates in the government space.
Start small and build credibility. Even small wins count as past performance and can serve as solid references.
Breaking into government contracting is challenging, but it’s achievable with the right strategies, patience, and persistence. I’d love to hear what’s worked for you - share your experiences in the comments below!
