Building relationships with contracting officers before a solicitation ever drops is one of the most overlooked strategies in federal contracting, and it's exactly what separates small businesses who win from those who just show up to bid. In this clip from the Federal Help Center podcast, Randie Ward breaks down how one small business turned years of relationship building into a $2 million job order contract win, plus a federal opportunity that got shortlisted simply because the right people already knew her name. If you are tired of submitting proposals into a black hole, this episode shows you what to do months before the RFP even exists.

• How researching forecasted opportunities and pre-solicitations before they post helped win a 51-page proposal against multiple competitors
• Why job order contracts (JOCs) function like an IDIQ and how relationship building unlocked a $2 million, two-year project
• The rule every contractor should know: program managers and contracting personnel can still talk to you before the RFQ or RFP drops, but not after
• How maintaining a multi-year relationship with an FAA contact who later became a contracting officer led to new opportunity alerts
• Why attending industry conferences like SAME (Society of American Military Engineers) and simply introducing yourself can connect you directly with a head of contracting

EPISODE CHAPTERS:

0:00 - Introduction to building relationships before bidding 0:32 - How a JOC relationship led to a 2 million dollar win 1:09 - Why the 51 page proposal required strategic preparation 1:46 - Researching pre-solicitations and forecasted opportunities early 2:33 - The rule on contacting officials before the RFQ or RFP 3:10 - Maintaining a long-term relationship with an FAA contracting officer 3:57 - Turning a Christmas check-in into a new contract lead 4:33 - Why showing up on their radar changes your odds 5:08 - Building courage as an introvert to network in person 5:51 - Audience questions on building relationships and getting found 6:14 - Meeting a head of contracting at a SAME conference 7:11 - Closing thoughts on stepping outside your comfort zone

Mindy gives you the federal opportunities, agency signals, recompete intel, and pursuit briefs that tell you not just what contracts exist, but which ones to chase and how to win them.

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