SAM.GOVJun 2, 202608:24
How Govcon Consultants Track Decision Makers Across Agencies Before Contracts Hit SAM.gov
0:0008:24
Your host
Eric Coffie
Eric Coffie built a construction company from zero to $20M+ in federal sales, then founded GovCon Giants to teach everyday people how to win government contracts.
About this episode
Finding the government contracting decision maker before an RFP is posted is the difference between a reactive bid and a winning pursuit. In this episode, Randie Ward walks you through the exact research process she uses to identify program managers, contracting officers, and end users at target agencies long before a solicitation ever hits SAM.gov. If you've been waiting for the RFP to drop before you start your outreach, this episode will change how you run your pipeline.
In this episode, you'll learn
- How to use Acquisition Gateway to pull names from upcoming opportunities and identify the first person of interest at a target agency or office
- Why the small business liaison is your first line of defense and exactly how to frame your outreach when they don't respond The SAM.gov search technique that reveals whether a contracting officer regularly awards in your NAICS code, so you know which relationships are worth building
Show notes & timestamps
- 0:00Mindy AI intro and govcongiants.com ad spot
- 0:30Welcome to the Federal Help Center podcast with Eric Coffie
- 0:57Why pre-RFP relationship building wins more contracts
- 1:59How to find decision makers at your target agencies and offices
- 2:36Using Acquisition Gateway to identify names on upcoming opportunities
- 3:15Identifying SDVOSB set-aside contacts at the National Cemetery Administration
- 3:51Why the small business liaison is your first outreach point
- 4:36How to frame outreach when the small business person does not respond
- 5:05Searching LinkedIn to locate program managers and administration specialists
- 6:28Using SAM.gov to find contracting officers by NAICS code
- 7:03How to confirm a contracting officer's contract history and NAICS patterns
- 7:43Why consultants log decision makers across clients for long-term BD leverage
- 8:05Closing and join the Federal Help Center community
