Procurement communication: Building relationships leads to winning business

Posted by Lindsay Van Dyke on June 23, 2015

Handshake

Do you want to get in touch with a department regarding a contract, but don’t know who to call? Are you unsure whether to reach out to a contracting, program or executive level point of contact? Perhaps you’re facing a dead end where you can’t find any contact information aside from a general procurement email. It may take a little digging, but identifying key project officials, building relationships and making your offerings known certainly strengthens your chances of winning a bid.

The importance of networking with government contacts prior to solicitation release

Building a relationship with a government contact offers vendors a leg up when looking to bid on solicitations within an agency. Not only does your company’s name gain traction, but you may network with officials who determine contract awardees. While other factors such as price and requirements play an important role in contract awards, networking could give your company the edge in close-call award decisions.

Communicating with project officials also allows vendors to gain insight into an agency’s specific needs, which can help shape proposals.

How do I know who the right point of contact is?

Contact details are often sparse within a solicitation document, with only a general procurement department email or phone number listed. Here’s where Deltek has you covered.

Deltek’s GovWin IQ’s Contacts Solution helps vendors identify proper points of contact by searching across multiple government facets, including:

  • Government entity
  • Job title
  • Vertical market of a contact (education, health care, justice/public safety, etc.)
  • Contact type (procurement or program office, contract officer, etc.)

Here's a glimpse at our search feature:

POC

Solicitations can also list multiple contacts that leave a vendor unsure of who is best to reach out to. This is often encountered in architecture, engineering and construction (AEC) bids, where there are multiple pieces to a solicitation. In these cases, talking to the point of contact at the soliciting agency will help you fully grasp the elements of a solicitation and where your company’s offerings fit in. Once you’ve gained an understanding of the bid strategy from the agency, you can get in contact with the program contact to learn the specifics of requirements sought.

You can learn more about current procurement opportunities and pricing information in the GovWin IQ State and Local database. Not a Deltek subscriber? Click here to learn more about Deltek's GovWin IQ service and take advantage of a free trial.

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