Win More Government Contracts By Building Strong Relationships With Government Agencies

So, why is it important for you to build strong relationships with federal government agencies? Special programs like the 8(a) different GSA schedules, and those for service-disabled woman-owned businesses help small business owners get government contracts.?

However, a big part of success in these programs is building strong relationships. The federal government must know you, they must like you, they must trust you.

Getting to Know You

The federal government gets to know you through you responding to requests for information, sources sought, market research, solicitations, and SAM.gov.?

You can’t form a relationship with a government agency just because you think, “Oh, I'm a government contractor, I have all these things to offer, they should give me work, and I'm going to form a relationship with them.” It simply doesn’t work in that way.?

Relationship Approach and Outreach

Just like approaching someone in a romantic setting, you don’t simply propose marriage right away. Similarly, building a relationship with government agencies takes time and strategic communication.

Outreach is important for making these connections. However, it's important to note that outreach methods have changed particularly with the changes brought on by the pandemic. Many agencies now offer dual options for engagement - both virtual and in-person.?

Also, one of my favorite strategies is what I call “dialing for dollars,” where you actively reach out to agencies over the phone to establish direct contact.

Capability Briefing

What's great about the federal government is the contact information for small business officers, or reps, or contracting officers are typically available online.?

When reaching out by phone, you're doing so to request a capability brief. A capability brief is where you show off your company through a detailed PowerPoint presentation.?

This includes information about projects you've worked on and what sets you apart. It’s an expanded version of your standard brief, designed not just to inform, but also to make them like you.

Gaining Trust

Sometimes trust comes from your past performance. Partnering is another way for them to trust you. It could be you partnering with a firm that they have experience with or a firm who's integrated into that agency.?

You also gain trust by forming a mentor-protégé relationship and creating a joint venture. This new partnership combines the strengths and past performances of both entities, effectively creating a powerful new entity.

Hopefully, you’re motivated to intentionally build great relationships with government agencies. If you’d like more actionable advice on your journey of being a GovCon Winner, then subscribe to my official YouTube channel now.?

Click here today to subscribe to my YouTube channel.?

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I’m the author of the newly released book “The GovCon Winners Way: How To Win Government Contracts Faster Than Trying to Do It Alone!” At 28, I was awarded my first 5-figure federal government contract. I own and operate multiple government contracting businesses and have over $50 million in federal government contract awards. Today, I’ve helped my students win over $3M in Federal Government Contracts in less than 6 months, and I’ll help you, too!?

-#EverythingIsPossible