In this episode of the Federal Help Center Podcast, Randie Ward breaks down one of the most overlooked but powerful strategies in government contracting: using industry day materials to identify and connect with real decision-makers before opportunities hit the street. Randie explains how experienced contractors mine industry day PDFs for program managers, division chiefs, and project leads—and how those early relationships create warm introductions, credibility, and access that most small businesses never get. This episode reinforces a critical mindset shift: relationships are built through preparation, persistence, and professionalism—not instant replies.

Key Takeaways

• Industry day PDFs are contact goldmines—if you actually read them

• Starting with the small business office increases your credibility

• Non-responses and rejection are part of the process—keep moving

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