Knock First: Why Government Contractors Must Take the First Step Right Now

This isn’t the time to sit still.
This isn’t the time to “wait and see.”
And it most definitely isn’t the time to rely on SAM.gov as your primary source of business.

If you’re in the government contracting space, you’ve likely noticed something: the landscape has shifted. Contracting officers are adapting, funding is in flux, and agencies are using different methods to procure goods and services. Sitting back and hoping the right opportunity falls in your lap is like a bee waiting on the hive roof for pollen to fall from the sky. Spoiler alert: it’s not going to happen.

The most successful government contractors right now are the ones who are getting out there—hustling, following up, tracking activity, and forming relationships with the people who actually buy.

This year is all about being strategic, intentional, and relentless in your outreach. Because here’s the truth: they’re not looking for you. And if you want to win, you’re going to have to show up first.

The Reality of Federal Sales in 2025

So, what exactly is going on out there?

• Buyer turnover is high. Many of your previous contacts may have retired, moved agencies, or taken on new responsibilities.
• Procurement pathways have evolved. Agencies are using simplified acquisition, GSA Schedules, micro-purchases, BPAs, and sole source awards with more frequency.
• Set-asides alone aren’t enough. Contracting officers aren’t seeking out every qualified small business—they’re going with who they know can deliver.
• Bids are tighter and timelines shorter. Often, by the time a bid hits SAM.gov, the decision-makers already have a good idea of who they want.

Bottom line? The advantage now lies with contractors who already have a relationship in place—or who make it their mission to build one.

Why Proactive Outreach Matters More Than Ever

Let’s break this down:

When you reach out to contracting officers, you’re not just introducing your business. You’re creating visibility, building familiarity, and establishing trust. That’s everything in this space.

Remember, contracting officers aren’t required to scour the DSBS to find you. They’re tasked with fulfilling a mission, efficiently and compliantly. If you make that easier for them, you become the go-to vendor.

That’s why outreach isn’t just smart—it’s strategic. Especially in an environment where procurement preferences are shifting and buyers are stretched thin.

Outreach That Works: It’s Not Just a Cold Call

Successful outreach is more than picking up the phone and reading off your capability statement.

It’s about:

• Knowing who the buyer is
• Knowing what they need
• Speaking their language
• Showing how you solve their problem
• Following up consistently

At FedBiz Access, we train our clients on engagement coaching, teaching them how to effectively communicate with government buyers. This isn’t theory—it’s real-world strategy for real-time results.

Want to know how to approach an 1102 without sounding like just another vendor? We’ve got you covered.

How to Identify the Right Government Buyers (Spoiler: It’s Not Random)

One of the biggest mistakes contractors make is trying to market to everyone. That’s exhausting and ineffective. Instead, target the buyers who actually need what you offer.

With FedBiz365, you don’t have to guess.

Our platform provides:

• Contact information for federal and state/local buyers
• Insights into what they’ve purchased in the past
• Spending trends by agency
• NAICS and PSC code filtering so you can match buyers with your offerings

It’s market intelligence made simple—and powerful.

You wouldn’t fish in a swimming pool. Why waste your energy calling agencies that don’t buy what you sell?

Introducing the Federal Connections Package

Once you know who to contact, the next step is how to reach them. That’s where the Federal Connections Package comes in.

This service connects your business with:

• Verified contracting officers relevant to your niche
• Customized marketing campaigns with your capability statement
• Engagement support so you know exactly how to follow up

The result? Your business ends up in front of real buyers, the right way, with the right message.

And it doesn’t stop there.

MatchMaker: Your Shortcut to Government Relationships

Want a monthly outreach system that puts strategy, research, and marketing on autopilot—while keeping you actively involved?

The MatchMaker Subscription delivers exactly that.

Here’s what’s included:

Monthly Federal Marketing Strategy

• Personalized email campaigns to new targeted buyers
• A downloadable list of agency contacts
• Engagement tactics, coaching, and scripts to help you follow up

Buyer Matching & Email Outreach

• We identify who’s bought what you sell
• We introduce you to them professionally
• You get the tools and follow-up tactics to turn awareness into action

Solicitation & Engagement Coaching

• Monthly one-hour session with a federal procurement expert
• Review of open solicitations, RFPs, and RFIs
• Strategy development so you know which opportunities are worth pursuing—and how to approach them

Market Research & Daily Opportunity Alerts

• Full access to FedBiz365 for deep market intel
• Daily curated lists of relevant procurement activity tailored to you
• Award insights and buyer behavior patterns to help shape your approach

No fluff. No guesswork. Just consistent, strategic federal marketing that builds your visibility and opens doors.

Outreach Is Not Optional—It’s Essential

Let’s be blunt for a moment: if you’re relying solely on public bids, you’re losing to vendors who already built the relationship before the bid dropped.

Think of outreach like farming. You plant seeds now so you can harvest later. The more consistent and strategic you are, the more opportunities you’ll uncover—many of which never hit public systems.

We’ve seen contractors win sole source awards simply because they made the right impression at the right time. That’s the power of showing up.

But What If You’re Not Comfortable Reaching Out?

That’s totally normal. Not everyone feels confident cold-calling contracting officers or crafting outreach emails.

That’s why we offer:

• One-on-one engagement coaching
• Email and call script development
• Capability statement refinement
• Support every step of the way

At FedBiz Access, we don’t just help you register—we help you win.

Don’t Wait for Opportunities. Create Them.

If this year feels like a hustle, that’s because it is.

This is one of those years where the government marketplace is shifting rapidly. From budget changes to new procurement rules, your ability to adapt—and reach out—will define your success.

• Are your contacts changing?
• Are agencies trying new buying methods?
• Is the pace faster and the competition tougher?

Yes, yes, and yes.

But here’s the good news: if you put yourself out there, if you become visible, if you speak the buyer’s language—you’ll be ahead of the pack.

FedBiz Access Has Your Back

For over 24 years, FedBiz Access has helped businesses of all sizes succeed in the government marketplace. From registration to award, we’re with you every step of the way.

We’ve helped our clients win over $36 billion in federal contracts, and our mission is to help you become the next success story.

Whether you need:

• Help refining your outreach
• Access to buyer contact info
• Direct introductions to agencies
• Coaching on how to engage confidently

We’ve got the tools, the team, and the experience to get you there.

Ready to Start Winning?

Stop waiting for opportunities to find you.
Start building relationships that lead to real results.

Schedule a complimentary consultation with a FedBiz Specialist today and let us help you connect with the right people at the right time.

This isn’t the year to play it safe. This is the year to show up, speak up, and stand out.