The Alexandria SBDC held a seminar this week about business development in Federal Contracting, presented by John Boulware. The full PowerPoint presentation used during the seminar is available, but it is helpful to review his summary points about what to do, and what not to do, when trying to set up meetings and build relationships with government program managers or representatives of large prime contractors. The following are things to do, and what to avoid:

Do:

1. Develop a clear role, purpose, or goal with each contact and client
2. Maintain consistent effort in both information collection and client development – this starts with maintaining regular contact
3. Make it about them – always
4. Be a good listener and a good learner
5. Treat information collection and client development as you would a client project – think in terms of milestones, progress reviews, and measurable results plus data capture
6. Develop relationships with career managers who will be around long-term
7. Once you meet with client staff find “excuses” to stay connected and help them
8. When you talk with people ask questions about their work environment; show interest
9. Look for issues and problems and then gather relevant information
10. Provide solutions – even if it does not involve your firm
11. Find ways to do small but legal favors for client staff – it gives you needed visibility
12. Figure out ways to prove your reliability and dependability to client – builds KTR (Knowledge, Trust and Respect)

Don’t:

1. Give up too quickly trying to get a meeting once you start trying
2. Talk a lot about you or your firm – always make it about them
3. Give a briefing at your first meeting – unless…
4. Assume a problem means money will be available or that work will follow
5. Fail to stay connected with those in your target client network – monthly at least!
6. Dominate any conversation with Federal agency or large prime staff – guide it; listen
7. Fail to replay information to show you understand
8. Focus on one very senior person in an agency
9. Send frequent or long emails to clients
10. Expect too much from agency small business staffers and contract staff and don’t focus your energies on them
11. Spend too much time collecting information
12. Fail to record information obtained about the client

Following these guidelines will help prepare you for gaining business with the Federal government.