Who in the federal government should a small business reach out to so that they can build a relationship? It takes targeted market research to identify the federal agencies whose needs most closely align with your core competencies. Then, it takes grit and patience to build win-win relationships.

In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss the importance of building relationships with government buyers and contracting officers.

Once targeted agencies are identified, it's important to reach out directly to these buyers and contracting officials within the federal agencies that you want to work with. It is also important to connect with the agency’s Office of Small and Disadvantaged Businesses Utilization (“OSDBU”).

The role of the OSDBU is to assist and advise small businesses and ensure equal treatment and the opportunity to compete and win a fair amount of the agency's contract dollars.

Target market research can help you identify who buys what you sell, how they buy, and how much they paid for it. There are detailed databases in the market such as Market Intel and FedBiz Findthat can help you quickly identify your market opportunity. This can save you valuable time and resources.

It’s important to remember, no matter what type of business you are in, not every agency is a good fit for you. Every small business must determine on their own where they best fit and focus on those few agencies. This may only be one or two agencies to start. Therefore, your outreach must be targeted to those specific few agencies. Otherwise you're spreading yourself too thin, which will not result in success, only frustration.

Once a business determines the agencies they want to focus on, how should they best prepare for the initial call with the buyer or contracting official?

1. Identify the reason for the call.

It can be about a specific open procurement opportunity. It can be about a prior procurement. It can be about future acquisition planning. It really doesn't matter, as long as you have a reasonable purpose for making the call and opening the conversation.

2. Have a compelling opening statement.

A good opening statement should last about 25-30 seconds, as any longer you run the risk of losing the attention of the buyer. You also must rehearse this statement prior to calling. You should first introduce yourself and the name of the business, the reason for the call, the fact that you are reaching out, why you want to do business with his or her agency, and you want to let them know why they should want to do business with you and your company.

Here's an example of a good opening statement. "Hi, my name is Frank Krebs, and I'm with XYZ Inc. I'm calling regarding a contract you recently awarded. I've identified your agency as an agency that aligns very closely with my company's core competencies. We're a certified veteran-owned small business that specializes in landscaping services, tree trimming, and removal services. And I'd like to understand how my firm can help you meet your agency's mission and assist the people that you are tasked with serving."

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