在本文中，我们在追求小型企业政府承包机会时，我们分享如何在公共部门有效地联系和沟通。如果您希望在公共部门内发展您的业务网络，以便您可以赢得政府出价，这对：
- 与决策者联系;
- 有清晰的理解agencie的需要吗s you want to work with; and
- 确保他们知道您的能力。
Be sure to read all the way to the end to get our Five Tips on Building Good Relationships with Contracting Officers as well as our infographic on the Dos and Don’ts of Communicating for Public Sector Growth! If you’re ready to propel your small business’ public sector growth strategy, then learn more about our online course,Proposals That Win。
小企业主如何建立政府承包关系
作为一个寻找政府工作的小型企业，有两种类型的政府专业人士，您应该建立关系：计划经理和缔约人员（COS）。这些术语主要用于联邦水平，但很好意识到其他标题可以用于状态级。COS负责查找满足计划经理需求的业务解决方案。COS写作招揽和促进私营企业的竞争，以便他们可以为他们的客户，计划经理采购最佳产品或服务。
T.he Program Manager’s role is to represent the budget owner. This person is typically responsible for the product or service description that is ultimately reflected in the solicitation. Program Managers look to COs for trusted business advice and are dependent on the COs to purchase products and services from the private sector. In addition to these professionals, small businesses should develop a relationship with state-level Governor’s Office Small Business Divisions. These divisions offer resources and assist businesses in identifying procurement opportunities.
当您寻求与这些专业人士建立关系时，请记住他们各自的角色。程序经理更多地了解正在获取的产品或服务，而COS有更多了解如何竞争需求以及征询征集。每个角色都应通知您的关系发展战略。
Communication Strategies for Small Business Government Contracting
有两种普通拇指，用于参与合同官员和方案管理人员在沟通中。第一条拇指规则是释放征集，COS和PMS通常限制与行业的个人通信。存在这种限制以避免供应商获得可能给予他们不公平的优势或优先治疗的信息的任何情况。在发布征集后与政府官员宣布是可能的，但它通过正式渠道进行，如书面提交的书面提交，其中疑问和答案与所有有关方面公开共享。
第二条经验法则是提出为自己和政府创造相互价值的问题。如果您正在询问未来的征集，如果您了解您的产品或服务的特定功能，您可能需要询问CO或PM，以使您与竞争对手不同。如果您已经完成了您的作业并了解市场，这些类型的问题可以打开分享您的门能力陈述和产品规格，可由CO和PM使用，以更新其产品或服务要求。让他们知道您的小型业务状况也很重要，因为COS通常希望了解客户的产品或服务市场。T.
以下是可以为某些类别类别的小企业竞争等社会经济计划，如退伍军人拥有的企业或位于历史上未充分利用的区域。阅读我们有关如何编写功能语句的建议，并下载我们的免费能力语句模板以获取其他指导！
While communication between government & industry is necessary to a thriving public sector market, there are things that every small business owner must keep in mind for maximizing communication with COs and PMs. For one thing, COs and PMs are typically risk averse and hesitant to share information that could put them in an ethical quandary, or lead to an unbalanced competitive field. Refrain from asking questions that lead to an unfair competitive advantage for your business or that could be perceived as giving you preferential treatment. These types of questions almost always put the government professional on the defensive and can degrade the quality of communications you have with them.
Here are some additional tips that you can follow to build good relationships with Program Managers and Contracting Officers.
5提示与政府承包官员和计划经理建立良好关系
T.ip 1: Connect with Contracting Officers
Easily find contact information for Contracting Officers on contracting sites likeFedBizopps.那FEDCONNECT.那和Bidview.。有时很难找到特定政府要求背后的人。其中一些资源地点联系信息，包括在每次出价机会上清楚地提供缔约方的电子邮件地址和电话号码，以便您与正式的问题或通信联系。如果征求征求，您最好的赌注是通过展示您的仔细了解征集和所要求的商品/服务的知识来询问相关问题与公司沟通。RAYBET雷官网
提示2：询问真正的相关问题
遵循征集对问题的说明，然后询问有关具体招揽的好评。如果您发现您的业务对特定征集具有竞争力，请先注意此时是否鼓励出现问题。此信息也在大多数RFP和RFQ中提供清楚。如果征集指出，在一定截止日期之前欢迎问题，这是一个有机会连接和提出关于政府正在寻找的问题的有关问题。通常，这些问题是以书面形式提交给相关的联系人。请注意，您的问题和随后的答案将被公开共享，因此请考虑您的问题是否可能导致答案降低您自己的竞争优势。
提示3：做您的作业并仔细阅读所有招揽
Do NOT ask questions that are answered in the solicitation itself. Although it’s great to announce your interest in an opportunity and get clarity of the government’s needs by asking questions to a Contracting Officer, you want to make sure that your questions are justified and not already addressed in the solicitation. Contracting Officers are often busy and overwhelmed, so read carefully through the solicitation first. A key component of establishing connection with the government program at hand is to do your homework and dive into the information provided. From there, you can ask appropriate, formal questions.
T.ip 4: Share Your Capability Statement + Ask About Industry Days
Reach out to share your capabilities and past performance. If you don’t plan to apply for a specific solicitation, you can still easily find contact information for Contracting Officers who frequently request products or services like the ones you provide. It’s a good idea to send a very basic email to COs informing them of your core competencies and past performance in government work. Introduce your company briefly. Identify your socio-economic or set-aside status (WOSB, VOSB, SDVOSB, HUB Zone). List your appropriate NIGP or NAICS codes. Attach your one-page capability statement (read our advice on writing a capability statement). And conclude with a call-to-action: Ask whether there are any Industry Days on the horizon, or any meet-and-greets you could attend to learn more about their needs. Direct them to learn more on your website, and position yourself as an asset for future market research purposes.
提示5：通过分析以前的奖项进行市场研究
与政府合作的缔约官员和企业必须尊重所有行业合作伙伴维护公平和平等竞争的道德边界。您为您的业务获得竞争优势的最佳途径并非通过特定的征集，而是通过了解目标机构的一般需求并定位您的业务以满足尚未推出投标的要求。我们建议仔细分析原子能机构战略计划和预算请求，以获得即将到来的采购的洞察力，然后将您的业务定位为即将到来的要求的独特合格供应商。此外，作为一个快速票据，一家在政府部门不工作的公司也必须确保他们已经完成了他们所需要的所有研究卡诺模型to conduct their market research in a way that they can expect results. You can also analyze previous awards on FedBizOpps to see which prime government vendors are winning which contracts for what award amount.
来自这些提示的最重要的消费是确保您的业务在政府的雷达上。为您的业务创建一个战略性通信计划，其中包括预测地平线上的采购。遵循上面列出的指南，并查看我们的快速DOS和以下不在！
与政府签订官员沟通的DOS和注意事项
At Untold Content, we provide technical writing on many government contracts and subcontracts. We are an SBA certified Woman Owned Small Business capable of serving as a subcontractor or prime government vendor on public sector contracts. We also support other small businesses in proposal writing, capability statement design, and government market research.Learn more about our services和联系我们！！
如果您已准备好参加公共部门的增长，了解更多有关我们在线课程的信息，Proposals That Win：
