Networking In Government

Micro Contracts Are Everywhere: Federal, State, Local, and Commercial. But You MUST Show Up to Win Them. Let me be clear: The fastest path to paid opportunities is through micro contracts and most of them will never be posted online. If you’re only searching SAM, state procurement portals, or corporate supplier portals, you’re missing the real money. Micro and Sole Source contract opportunities are unlocked in person, in the rooms where decision-makers gather: • Procurement events • Small business outreach days • Industry days • Chamber of Commerce mixers • Corporate supplier diversity events • Conferences and summits • Local government networking sessions And the opportunities are endless across federal, state, local, and commercial buyers: • Speaking engagements • Book talks and training sessions • Caterers and event support • Photographers and videographers • Graphic designers and branding experts • Coaches and facilitators • Workshop hosts • Wellness providers • Tech support and digital services • Community partners • And so much more Agencies and companies need these services every day, but they often award them through relationships, recommendations, and who shows up. They choose the business they met, not the one still waiting for something to be posted. If you’re waiting for a portal to drop the opportunity, you’re already behind. Federal, state, local, and commercial buyers award micro contracts to the people who show up, speak up, and follow up. You want to win? Then get in the room. Proximity creates opportunity. Relationships create revenue. Visibility wins contracts every time. Are you ready to start showing up for the rooms that hold your next contract? Have you been awarded a micro contract?

One of the biggest mistakes I see in GovCon is waiting until an opportunity drops to start looking for teaming partners. By then… you’re already late. What if AI could help you identify the right partners before the RFP is released? That’s exactly what I’ve been experimenting with. Instead of spending hours searching SAM.gov, LinkedIn, agency websites, and capability statements, I’m using AI to help build targeted teaming lists based on NAICS codes, capabilities, certifications, agency experience, and past performance. The key isn’t asking AI: ❌ “Find me teaming partners.” The magic happens when you ask better questions. That’s why I put together this cheat sheet with some of the prompts I’ve been using. Remember though… AI doesn’t replace relationship building. It just helps you find the right people faster. The real work still happens over coffee, Zoom calls, industry days, conferences, and earning trust. AI finds the opportunity. You build the partnership. I’m curious… how are you using AI in your capture or teaming strategy? #GovernmentContracting #GovCon #TeamingPartners #CaptureManagement #BusinessDevelopment #ProposalManagement #SmallBusiness #ArtificialIntelligence #ChatGPT #FederalContracting #GovConTips #NVSStrategicSolutions

I spoke to a government contracting entrepreneur who’s sold 3 businesses. The craziest part is he didn’t even want to get into contracting when he started! Here’s how he did it. It’s all centered around getting involved very early and making tactical bets. At each company, they would analyze strategic reports from agencies to look for trends for acquisition in the coming years. They would then engage with the PMs in these agencies trying to uncover where things were actually going to go and what the root of all this is. [much easier to engage before the RFI is released] With this data they would make a bet on which initiatives would actually materialize. From their selected initiatives, they’d position the company as experts in this domain. At this point, demand is low for whatever is projected so positioning is easier cause no one really cares. But, as time goes on they’ve built up more and more material to suggest they are indeed the experts. So fast forward to when this new initiative ‘hits the street’ and materializes into an acquisition, they’re the hot company that is the obvious choice for the new trend. Obvious choice = (sub)contract award Multiple awards for niche and hot tech = acquisition target for large integrator or private equity platform Is this luck or just the genius of deep capture? I’d argue the later.

A recently retired SES-level executive called me frustrated yesterday. "Twenty-five years of leadership experience, and they only want to know who I know at my old agency." I've had this conversation more times than I can count with senior federal professionals transitioning to #GovCon over the last year. The disappointment is real, and it stems from a fundamental misalignment between perceived utility and actual market value. The market signaling has never really changed: Relationships remain currency in federal contracting. Your network—the contracting officers, program managers, and decision-makers you worked alongside—represents a tangible business development opportunity. Firms aren't dismissing your decades of expertise. They're prioritizing what drives immediate revenue. The reality isn't inherently negative, but it demands honest self-assessment. What relationships do you bring? Can you open doors that were previously closed? Are you willing to leverage your network in ways that might feel uncomfortable at first? Your executive experience, policy knowledge, and leadership skills absolutely matter. They differentiate you once you're in the door. But access gets you through that door. Some strategies that I believe work best: Map your network before transitioning. Understand which relationships translate to business opportunities. Be transparent with prospective employers about what you can deliver, and what you can't due to legal constraints and OCI. Stay connected to your former colleagues. Most importantly, set realistic expectations about timelines and compensation. The professionals who successfully navigate this transition? They embrace both dimensions of their value—expertise AND relationships—without resentment about market realities. Has your federal-to-industry transition matched your expectations? What surprised you most about what firms valued? #FederalContracting #CareerTransition #FederalAcquisition #LeadershipDevelopment

There are no shortcuts to starting relationships from scratch for government contracting especially on LinkedIn. It still takes 6–8 ‘touches’ before someone is ready to respond to your marketing efforts. When you see a competitor with huge traction, know that they have been working on it for a very long time. There are no overnight successes, just as GovCon is not a 'get rich quick' scheme. But it doesn't have to be hard to start getting positive visibility on LinkedIn. 🔹 Here are 5 "Foundational Visibility Touches" I use with my clients: 1. Leave meaningful comments that add value to posts by federal agency buyers 2. Write posts that demonstrate knowledge of agency ambitions and challenges 3. Share case studies featuring research that federal agencies are looking for 4. Host LinkedIn live events with industry experts and subject matter experts 5. Make introductions and referrals. Each action is a 'touch' that creates an opportunity for positive attention and engagement. 🔹 Why is Consistency so important? Consistency attracts the right people to the right conversations. LinkedIn members tend to lurk and only engage when they are ready. Your audience will be following you and absorbing your content from the shadows. Strategic consistency creates momentum, dynamics and relevance. On the other hand, if you stop showing up on LinkedIn, all your warm touches lose impact and fade. If you’re not consistently engaging your network, you lose momentum. Consistency keeps you 'top of mind'. Don’t give up. Be there when your network is ready to talk with you. ________________ 🟦 I’m Cecilia McDonnell – Follow me to learn how to become visible to the right buyers and teaming partners. “Invisible companies don’t win government contracts.” LinkedIn for GovCon Marketing

GOVERNMENT CONTRACTING IS NOT TRANSACTIONAL BUT TRANSFORMATIONAL anchored in research, patience, shared value, and a commitment to helping others succeed in the ecosystem. Many government contractors (GovCons) think “networking” means simply meeting the right people or making connections for quick wins—but in reality, effective GovCon networking is about building trust-based, strategic relationships that lead to long-term opportunities and insights. Common Perceptions and Misconceptions Many GovCons believe networking is just about trading business cards, attending a few events, and “knowing someone on the inside” to win contracts. Some think the goal is to push sales pitches to government buyers and primes, or that having a connection guarantees a win. There’s also a misconception that simply registering in SAM.gov and showing up at events is enough to break into the market or secure deals. What Networking in GovCon Really Is True networking is about nurturing long-term relationships with agency representatives, prime contractors, other small businesses, and industry peers. It requires understanding agency missions, procurement cycles, and pain points—so conversations focus on solutions, not just sales. Trust and credibility are built over time through repeated, value-driven interactions—like sharing market intelligence, collaborating on projects, or providing thought leadership in targeted forums (especially LinkedIn and industry events). Effective networking means engaging before, during, and after events; leveraging digital tools for regular follow-up; and positioning one’s business as a reliable partner rather than just another vendor. The ultimate goal is to become part of a networked “ecosystem” where information and opportunities circulate—where GovCons help each other identify teaming opportunities, share lessons learned, and access decision-makers over time. The ultimate goal is to become part of a networked “ecosystem” where information and opportunities circulate—where GovCons help each other identify teaming opportunities, share lessons learned, and access decision-makers over time.

In this episode of Game Changers for Government Contractors, host Michael LeJeune is joined by Christa Williams, AnD MBA and Erin Olenjack from Bank of America’s government contracting team for a candid and practical discussion about what contracting officers and bankers wish every contractor knew. Erin, a former contracting officer, unpacks the most common misconceptions about KO relationships, like why you may never hear back after sending an email, why it’s not personal, and how to communicate with purpose and clarity. She also dives into the strategic value of pre-solicitation engagement and explains why blindly chasing contracting officers won’t move the needle, building relationships with program offices will. Christa brings clarity to the often misunderstood banking side of GovCon, explaining why having a contract in hand doesn’t guarantee financing, how banks evaluate risk differently than factoring companies, and when to bring in alternative lenders like Republic Capital Access. She shares why diversification, proactive planning, and relationship-building before you need money are key to your growth strategy. Whether you're brand new to federal contracting or scaling up to pursue $25M+ contracts, this episode is loaded with real talk, smart strategy, and actionable tips to help you grow your business with confidence and avoid costly missteps.

Industry can engage in discussions with the government about their capabilities. In fact, such communication is often encouraged and can be beneficial for both parties. Here are some key points to consider: 1. Pre-Solicitation Communications: Before a formal solicitation is released, government agencies may engage in pre-solicitation communications with industry to gather information and understand the capabilities available in the marketplace. This can involve industry days, pre-solicitation conferences, or one-on-one meetings. These interactions allow industry to provide insights into their capabilities, innovative solutions, and potential approaches to meet the government's needs. 2. Sources Sought Notices: Government agencies may issue sources sought notices to determine the availability and capabilities of potential sources in the market. These notices often seek feedback from industry regarding their capabilities, experience, and interest in a particular procurement. Industry can respond to these notices, providing information about their capabilities and expressing interest in potential contract opportunities. 3. Requests for Information (RFIs): RFIs are another mechanism through which the government can gather information from industry. RFIs are typically used to seek input and obtain market research data to inform the acquisition strategy. Industry can respond to RFIs, providing information about their capabilities, relevant experience, and technological advancements that may be applicable to the government's requirements. 4. Industry Days and Conferences: Government agencies occasionally organize industry days, conferences, or forums to facilitate information sharing and open dialogue with industry. These events offer opportunities for industry representatives to present their capabilities, innovative solutions, and technologies directly to government officials. They also provide networking opportunities for industry stakeholders to establish relationships and gain insights into upcoming procurement opportunities. 5. Requested or Unsolicited Capability Briefings: In some cases, government agencies may request or be open to receiving capability briefings from industry. These briefings allow industry representatives to showcase their capabilities, expertise, and potential contributions to specific projects or initiatives. Unsolicited capability briefings can also be submitted to government agencies to highlight relevant capabilities that may align with their needs. When engaging with the government about capabilities, it is important to ensure compliance with applicable regulations, such as the rules against providing improper gifts, conflicts of interest, or unfair competitive advantages. It is also essential to clearly understand the purpose and context of the communication, follow any established procedures, and maintain professionalism and transparency throughout the process. Agile Acquisitions, LLC #procurement #communication

Federal buyers aren't waiting for your quarterly check-in or your perfectly crafted capability statement. They're watching for something much smaller. A thoughtful comment on a challenge they mentioned three months ago. A relevant article sent with no ask attached. A two-sentence email that helps them solve a problem you're not even bidding on. The smallest signal your buyer needs from you right now is this: You remember what matters to them. Not what you're selling. Not what you need them to know about your company. What they told you they're trying to accomplish. Most mid-level contractors disappear between opportunities. They show up when there's an RFP. They check in when they need something. And they wonder why buyers don't think of them first when budget conversations happen. The firms breaking through their growth ceiling do something different. They stay present in the smallest, most useful ways. Not weekly. Not constantly. Just consistently enough that buyers never forget they exist. Because when agencies consolidate their vendor lists in early January, when Required Use vehicles reshape who gets considered, when Q2 budgets start flowing, buyers don't search for contractors. They call the ones they already trust. And trust doesn't start with a big pitch. It starts with the smallest signal that you've been paying attention all along. One relevant moment at a time. #FederalContracting #BuyerTrust #GovConGrowth #VendorPositioning #FY26Strategy

When speaking with business owners that are trying to grow their business, the first hurdle is always finding tender opportunities. The second hurdle is successfully passing the pre-qualification stage, but we'll cover that another day. Here's some proven strategies that I would do to fill my pipeline with tender opportunities: 𝗨𝘀𝗶𝗻𝗴 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻 𝘁𝗼 𝘆𝗼𝘂𝗿 𝗮𝗱𝘃𝗮𝗻𝘁𝗮𝗴𝗲: → Be active & showcase your work → Connect with other managing directors, contract directors, procurement managers & quantity surveyors of the companies & developers you wish to work with → Build relationships & ask for a PQQ to get on their supply chain for future tenders It might not get you a contract for next week, but remember you're building for the future. 𝗖𝗼𝗻𝘀𝘁𝗿𝘂𝗰𝘁𝗶𝗼𝗻𝗹𝗶𝗻𝗲 𝗠𝗮𝗿𝗸𝗲𝘁𝗽𝗹𝗮𝗰𝗲: → Make sure you're gold verified & keep it up to date → Search the marketplace for opportunities  → Set up tender alerts on the Constructionline portal → Watch this video to get the most out of the marketplace - https://lnkd.in/eZWVxnYd 𝗧𝗶𝗽: You can look at projects that have already been awarded & contact the contractors for sub-contracting work. 𝗟𝗼𝗰𝗮𝗹 𝗔𝘂𝘁𝗵𝗼𝗿𝗶𝘁𝗶𝗲𝘀: → Set yourself up on all the local council tendering platforms → Check daily/weekly & set up alerts → Contact by phone, email or LinkedIn to ask about getting on their supply chain Councils often offer repeat contracts, making them a great long-term strategy. 𝗢𝘁𝗵𝗲𝗿 𝘀𝗶𝘁𝗲𝘀 𝘆𝗼𝘂 𝗰𝗮𝗻 𝗳𝗶𝗻𝗱 𝘁𝗲𝗻𝗱𝗲𝗿 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀 𝗼𝗻: GOV.UK Contacts Finder: https://lnkd.in/ejUz2Dqz BidStats: https://bidstats.uk/ Public Sector Tenders - https://lnkd.in/gjpDXHMC Complete Tenders - https://lnkd.in/eFWbTzQg S2GOV - https://lnkd.in/eNQmtHt4 Tenders Electronic Daily - ted.europa.eu UKGC - www.supply2govtenders.com CompeteFor - www.competefor.com Public Contracts Scotland - https://lnkd.in/gMEm7Abk I cannot find contracts for you, but I can make sure you are prepared & meet the requirements to make sure you give the client a great first impression.