Win More Contracts at Industry Day: Insider Tips for Successful Networking with Federal Agencies

AGENCY INDUSTRY DAY: NETWORKING TIPS FOR GOVERNMENT CONTRACTORS

Whether you are a seasoned government contractor or just getting started, networking is essential to building relationships to grow your business. “Industry Day” events are an open networking forum for the small business community, federal agency contracting officials, and government program managers.

At these events, attendees can discuss upcoming federal contract opportunities, acquisition strategies, and procurement timelines.

Industry Days are typically organized by the agency’s Office of Small and Disadvantaged Business Utilization (“OSDBU”). These offices were created to promote the use of small businesses. They also advocate for the ability of small businesses to provide the products, goods, and services that government agencies need. This is in order to help agencies achieve their mission.

What is an Industry Day in contracting?

An Industry Day is an event where industry and government collaborate and network with each other. The purpose of these events is for the government to share information about its contracting opportunities and to gather feedback from industry participants.

At Industry Days, the agency’s procurement managers present how upcoming acquisition(s) are meant to address capability gaps or mission needs. They also explain why the government is seeking contractor support. They explain how success will be defined for the subsequent project. Hearing their perspective directly can be invaluable in understanding the agency’s procurement strategy.

Industry Days provide an advantageous opportunity to interact face-to-face with program office staff and to ask questions to gain a better understanding of what lies ahead.

In addition, having time for informal networking with other companies that are attending can lead to subcontracting opportunities and teaming partners. Networking with companies that have similar interests in a particular agency can promote thoughtful collaboration and the development of more effective procurement solutions for the agency.

Many of these Industry Day events are now virtual. Click here for a calendar of agency events.

Be Prepared To Make An Impact At Industry Day

Before attending a networking event, make sure you have done your homework about the agency, event, and its attendees. Come prepared to learn, ask meaningful questions, and provide insightful feedback. Familiarizing yourself with the event details will help ensure that you make the most of your time there.

Additionally, do research on potential contacts so that you can have an informed conversation with them. Being prepared will not only help you feel more confident but also show that you are serious about building relationships and expanding your business’s reach.

What does Contract-Ready mean and why is it important?

The agency expects you to be contract-ready, including complete and compliant registrations in SAM & DSBS. They also want a succinct Capability Statement. This is your one-page government resume that highlights your core competencies, past performance, industry codes, and a brief corporate narrative.

Being registered for Set-Aside Certifications and/or GSA Schedule also make you a more attractive candidate for winning government awards because you help the agency meet its small business contracting goals.

Being Proactive Can Set You Apart at Industry Day

Networking is all about taking initiative and meeting new people, so don’t be afraid to introduce yourself to strangers. Asking questions and engaging in conversations will help break the ice and forge connections with other attendees. Additionally, don’t forget to exchange contact information with those who might be beneficial contacts in the future. This is where a professional Capability Statement can help separate you from others in the crowd.

Why is Following Up so important for Industry Day

It’s important to reach out to the contacts you made at the networking event within 48 hours to show that you appreciate their time and interest in your business. You can do this by sending an email or making a call to remind them of who you are and what your business offers. Don’t forget to attach your Capability Statement and provide a link to your website. Following up gives you both the chance to talk about potential contracting or collaboration opportunities that may arise in the future.

Why Should You Attend Industry Day?

Agency representatives will present specific information about upcoming opportunities, including projected timelines, rough orders of magnitude for contract size (either personnel, quantity, or dollar value), preferred or projected contract vehicle(s), set-aside status, and comprehensive technical requirements.

Three reason why you should attend an Industry Day:

1. The information provided is simple to understand and straightforward. It will leave you with a better idea of which opportunities to target.
2. The gathering also gives you an indication of which agencies contract opportunities will require teaming partners.
3. Lastly, it helps you quickly decide which contract opportunities to pass on because of technical requirements.

You also meet the points of contact at the agency that buys what you sell. Much like your commercial business, it is important to establish relationships and remain in contact for future opportunities.

The main goal of Industry Day events organized by government agencies is to connect with small businesses. By doing this, the agency can provide information to potential contractors to help them make informed decisions.

These events also help businesses to create targeted proposals that meet the agency’s procurement requirements. The overall objective is to increase the number of small businesses participating in government contracting. This will bring in new ideas and solutions to meet the agency’s goals for that fiscal year.

FedBiz Access (“FedBiz”) has an experienced team that takes the time to get to know your business. They ask questions to ensure you understand the opportunities available in government contracting. They also help you create a solid engagement plan.

• FedBiz offers proprietary marketing packages to help target direct buyers within the federal government.
• FedBiz is a leading government contracting business development and marketing firm.
• FedBiz offers research, engagement strategy coaching, registrations, set-aside certifications, and GSA Schedules.

FedBiz has over 22 years of experience working with thousands of companies worldwide. They have helped them win over $35.7 billion in awards. FedBiz assists businesses in the entire process, from registration to award. We strive to help businesses succeed in the government marketplace.