Three Uncommon Ways to Get Government Contracts

While the government contracting marketplace may seem daunting, these three uncommon ways to get government contracts can provide small businesses with a competitive advantage.

While there are more traditional means of getting government contracts such as responding to solicitations and RFPs, you should explore as many ways as possible to open new opportunities. 

This is a brief explanation of three uncommon ways to get government contracts that you can put into your business development toolbox to help give you a leg-up on the competition.

1. Attend Small Business Industry Days and Matchmaking Events

Small business industry days and matchmaking events are organized by government agencies to provide a platform for you to learn about upcoming contracts, network with key decision-makers, and understand the agency’s needs.

To make the most of these events you need to be prepared in advance and tailor your capability statement and elevator pitch to align with the specific needs of the agency.

During the event, engage in meaningful conversations inquire about potential projects, and express your interest in contributing to the agency’s goals.

Making personal connections with decision-makers can be the difference between winning or losing a contract. Keep these steps in mind when preparing for an agency industry day:

1. Research – Research and select relevant agency events and create a calendar.
2. Elevator Pitch – Develop a concise and compelling elevator pitch that highlights your business’s capabilities and solutions.
3. Capability Statement – Make sure your Capability Statement meets the preferred government format and is current with recent performance examples.
4. Contact Information – Bring your business cards and color copies of your Capability Statement.
5. Ask Questions – Actively participate by asking questions after presentations and engage with agency representatives and fellow contractors during networking breaks.
6. Build Relationships – Focus on building relationships within the agency, as well as with other contractors that could become potential teaming partners or subcontracting opportunities.
7. Highlight Your Experience – In discussions, highlight your expertise and position your business as a knowledgeable, trustworthy contributor.
8. Future Opportunities – Express interest in bidding for upcoming projects discussed during the industry day.
9. Follow-up – Always exchange contact information and follow up with contacts made during the events with an email expressing continued interest in working together, as well as providing additional information about your business.

By actively participating in industry days and matchmaking events, you can gain a deeper understanding of the agency’s needs and establish valuable connections toward building relationships to position yourself to win government contracts.

2. Utilize Technology and Online Platforms

By utilizing technology and online platforms, you can multiply your efforts and save time searching for government contracting opportunities. Embracing technology allows you to increase your visibility in the government contracting marketplace.

While traditional networking events are essential, online platforms such as LinkedIn can allow you to quickly connect to government officials, prime contractors, and other small businesses efficiently. 

Look for online webinars, virtual industry days, and online forums that you can participate in and learn about upcoming contracting opportunities. You need to maintain an active online presence and emphasize your expertise in your field.

Additionally, you must have a professional website for your business. Your website is used to promote your brand, showcase your team and experience, and highlight the selling points that differentiate your company from competitors. It has your unique domain name and is your online presence customized to your strengths.

It is also important to learn how to navigate online search tools to find government contracting opportunities. There are free tools provided by the government such as SAM.gov and USASpending.gov you should learn to navigate. 

Third-party, online search tools are also valuable search engines for finding new contracting opportunities, expiring contracts, and award history. These database tools allow you to stay ahead of your competition with the most up-to-date information available. You can search by keywords, industry codes, and other search filters to find information relevant to your business.

3. Sources Sought Notifications

Sources sought notifications allow government agencies to seek information from potential contractors who can fulfill certain requirements needed by the agency. By responding to these sources sought notifications you make yourself and your specific capabilities known to the agency.

While this is an uncommon way to get a government contract, it is a great way to get your business noticed by contracting officials. To make this an effective practice, below are the five “R’s” as recommendations to consider as part of your response:

1. Research – Regularly monitor SAM.gov or third-party government contracting databases for sources sought notifications relevant to your business based on industry codes.
2. Respond – Respond promptly with your Capability Statement and highlight how your capabilities and experience align with the agency’s requirements. 
3. Relate – In your response, relate your core competencies and differentiators that set your business apart from your competitors to the requirements.
4. Relationships – Use this as a networking opportunity to establish relationships with contracting officials.
5. Requirements – Offer suggestions on requirements that may help refine the scope of the project and create a value-add for the contracting officials.

The important thing about responding to these sources sought notifications is even if you don’t win the eventual contract, you have positioned yourself with the contracting officials at the agency as a knowledgeable and capable resource for future contracting opportunities.

As with anything in government contracting, persistence is the key. Utilizing uncommon ways to get government contracts can give you a competitive advantage. By combining uncommon methods with traditional paths for government contracting will help you unlock additional government contracting opportunities to grow your business.