#1) The Importance of Your Capabilities Statement

Every time you send an email, attach your capabilities statement; Whenever you attend a networking event, bring plenty of printed capabilities statements; Display it prominently on your website and social media pages. I’ve seen this strategy pay off firsthand. We have clients who share stories about when they were awarded a sole source contract because one contracting officer forwarded his email to another contracting officer seeking his services. The capabilities statement told them everything they needed to know, and sometimes, it really can be that simple.

#2) Attending Networking Events Consistently

I am sure we have all attended at least one type of networking event. Well government agencies also conduct networking events, sometimes they are called conferences, tradeshows, or matchmaking events. Usually, there will be one main agency conducting the event with other agencies or even multiple departments participating.

As an example, here is the events calendar for the CA Dept of General Services. Just look at all the events they conduct on a monthly basis.

Browse CA DGS’s Upcoming Events

Events like these offer a great opportunity to meet the buyers face to face and establish a connection that can be used for follow up opportunities in the near future.  The best way you can prepare for these events is to do some research. Who are the exhibitors? Do they offer matchmaking opportunities? What can you learn about the departments or agency before the event? What questions can you think of in advance? Did you print enough capabilities statements and business cards? Do you have a 45 second business pitch, rehearsed and ready to go? The more prepared you are before walking into the room, the more likely you are to walk out with meaningful connections and new opportunities.

#3) Face to Face or Virtual Meetings demonstrating your Products/Services

Out of all the things you can ask for, asking for a face-to-face or virtual meeting is the most ambitious. But regardless of what you sell, being able to meet in a room full of contracting officers or managers and demonstrate your product/service is the best way to build strong relationships with that agency. 

Some of you might be thinking, is this even possible? Are we allowed to visit an agency and meet face to face with decision makers. There are times when face-to-face meetings aren’t allowed, like when there is a current RFP or bid proposal up for grabs regarding the product or service you are selling. That would not be the right time to request a meeting with buyers and managers. But outside of these instances, it’s allowed and even encouraged by most agencies.

One of the keys to securing a face-to-face meeting is doing your research or homework on that agency or department. You will have to learn everything you can from their website, newsletters, past solicitations, and anything else you can find online. The more you know and understand the agency and its needs, the more likely you will come up with a valid reason to meet face to face.

Here are just some examples of past sales meetings I have personally had with contracting officers and managers.

• Meeting with a small team of managers and 1 buyer for Sacramento Municipal Utility District at their office to show off a new type of cable management device for datacenters.
• Meeting with Supplier Diversity Managers at firms such as Comcast, Hyatt Hotels, Hewlett Packard, and many others
• Meeting with a buyer and the SB advocate at the CA Dept of Consumer Affairs to discuss marketing strategies they were seeking.
• Meeting with a group of Transportation agencies here in the Bay Area who were seeking assistance with their outreach strategies.
• Using my CPUC Certification (ca public utilities commission), I was able to secure face to face meetings with several water districts here in the Bay Area and Nevada.

Almost all these meetings allowed me to build direct relationships and learn so much more about the firm or agency’s needs. I would love to say that all these face-to-face meetings resulted in immediate business, however, I can say that I won more than I lost. Even if a meeting doesn’t lead to an immediate contract, every face-to-face conversation helps you build credibility, strengthen relationships, and position your business for future opportunities.

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A short, well-planned meeting can make a lasting impression. Position your request as a 10–15 minute conversation, respect their time, and come prepared with a focused presentation that speaks directly to the agency’s mission and needs. More often than not, genuine interest and good questions will extend the meeting naturally. When you center the discussion on solving their challenges, not selling your services, you can establish credibility and open the door to lasting business relationships.

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If you are looking for personalized guidance on government marketing strategies or want no-cost help to find contracting opportunities, please contact your Norcal APEX Accelerator counselor for assistance or apply for services today!

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