When it comes to government contracting, many businesses focus solely on proposal writing, scrambling to meet deadlines for opportunities posted on platforms like SAM.gov or GSA eBuy. While submitting proposals is part of the process, it’s not the key to sustained success in the government marketplace. In fact, it’s far from it. The real secret to winning more government contracts? Building solid relationships with the right government buyers.

The importance of relationships in government contracting cannot be overstated. Buyers need to trust the companies they work with, especially when awarding contracts worth millions of dollars. By cultivating strong connections with decision-makers and understanding their needs, you position yourself not as just another bidder but as a trusted, reliable partner. Let’s dive into why relationships matter and how you can leverage them to find long-term success in government contracting.

Why Relationships Are the Foundation of Government Contracting Success

The federal procurement process is designed to promote competition, ensure fairness, and maximize value for taxpayers. However, the reality is that the most successful contractors are not those chasing every opportunity or submitting countless proposals. Instead, they are the ones who have invested time and effort into building relationships with government buyers.

Here’s why relationships are so critical:

Trust and Credibility:
Federal buyers are tasked with mitigating risks while fulfilling their agencies’ needs. When they know and trust a contractor, they’re more likely to award them contracts because they have confidence in the contractor’s ability to deliver.
Understanding Needs:
By building relationships, you gain direct insights into the challenges and gaps an agency faces. This understanding allows you to craft tailored solutions that address their specific pain points—something no generic proposal can achieve.
Early Access to Opportunities:
Many opportunities are won before they are ever posted publicly. Buyers often engage with contractors to explore solutions informally or through smaller purchases, laying the groundwork for larger contracts. These opportunities are often awarded with limited competition or even sole-sourced to contractors who have demonstrated their value.
Legal Procurement Flexibility:
While public bidding is a cornerstone of government contracting, federal buyers have legal ways to award contracts with minimal competition. For example, they can use existing contract vehicles, justify sole-source awards, or modify ongoing projects. Contractors who have established relationships are often the first to be considered for these opportunities.

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Debunking the Myths

Often, contractors fall into the trap of thinking that the more proposals they submit, the higher their chances of winning. This scattergun approach is not only inefficient but also ineffective. Here’s why:

Proposals are Public, Relationships are Personal:
Opportunities posted on SAM.gov or GSA eBuy are accessible to thousands of contractors, creating fierce competition. Conversely, relationships allow you to access under-the-radar opportunities, where you may be one of only a few bidders—or the only one.
AI Proposal Software Won’t Build Trust:
While technology can help streamline proposal writing, it can’t replace human connections. Buyers want to work with people they know, not faceless entities. Your ability to engage, communicate, and demonstrate value in person or through direct interactions is irreplaceable.
Limited Competition is the Goal:
Data shows that over 50% of government contracts receive only 1-3 bids. This isn’t due to a lack of qualified vendors but rather because buyers strategically limit competition. When you have a relationship with the buyer, you are far more likely to be one of those limited bidders.

How to Build Relationships with Government Buyers

Now that we’ve established the importance of relationships, the next question is: How do you build them? Here are actionable steps to get started:

Conduct Thorough Market Research:
Understand which agencies buy what you sell and identify key decision-makers. Tools like FedBiz Access’s Market Intel Database can help you pinpoint the best opportunities and buyers for your products or services.
Attend Networking Events and Trade Shows:
Government-focused events, such as industry days or small business conferences, are excellent opportunities to meet buyers face-to-face. Come prepared with a polished capability statement and a clear value proposition.
Leverage Small Purchases:
Many agencies start by making small purchases to test a contractor’s capabilities. Use these as stepping stones to build trust and prove your reliability.
Demonstrate Your Value:
Showcase your past performance, innovative solutions, and cost-effectiveness. Lead with your capabilities and end with how your contract vehicles and set-asides (if applicable) make working with you easy.
Follow Up and Stay Engaged:
Building relationships is not a one-and-done effort. Regularly follow up with buyers, share updates about your business, and stay top of mind. Consistency is key.

How FedBiz Access Can Help You Connect with the Right Buyers

Building relationships with government buyers takes time, effort, and a strategic approach. This is where FedBiz Access comes in. As a leading government business development firm, we’ve been helping businesses of all sizes succeed in the government marketplace for over 24 years. Over that time, we’ve assisted clients in securing over $36 billion in awards.

Here’s how we can help:

Market Research Tools:
Our research solutions provide detailed insights into buyers, competitors, and hidden opportunities. Whether you need to identify upcoming contracts or find the right buyers for your services, we’ve got you covered.
Direct Marketing Solutions:
Through services like our Federal Connections Package and MatchMaker Service, we put you in direct contact with decision-makers who are actively seeking what you offer.
Capability Statement Design:
A professional capability statement is your ticket to making a great first impression. Our design services ensure yours stands out and aligns with government buyers’ preferences.
Expert Guidance:
Our team of specialists is here to guide you every step of the way, from identifying opportunities to connecting with the right people.

The Bottom Line: Relationships Win Contracts

Winning government contracts isn’t about submitting the most proposals or using the latest software. It’s about relationships—knowing who to talk to, understanding their needs, and building trust. When buyers see you as a reliable, knowledgeable partner, they are far more likely to choose your business over the competition.

Stop chasing every opportunity on public bid platforms and start focusing on what truly matters: building meaningful connections with government buyers. These relationships will open doors to opportunities that others never see coming.

If you need help finding the right buyers or crafting a winning strategy, FedBiz Access is here to help. Schedule a complimentary consultation with a FedBiz Specialist today and take the first step toward long-term success in the government marketplace. Together, we’ll help you build the relationships that lead to winning more contracts and growing your business.