[This is the third in a series of articles by guest author Judy Bradt. If you are considering making a commitment to government contracting, or even if you are already involved, I think you will find a lot of value in Judy's insights. Enjoy! — LWF]
Guest Author: Judy Bradt, Principal and CEO of Summit Insight LLC
The Contracting Officer (CO)
The Contracting Officer (CO) manages the competitive contracting process, including publication of the solicitation. These officers have the legal authority to sign your contract with the federal government. The CO’s job is to ensure the right vendor is chosen through a legal, fair and proper process. They want to know how well your firm will perform the work and manage the contract.
Even though CO’s don’t write the specifications or use the end product, they can provide a lot of details about a contract and the competitive process they plan to use. If the questions you ask indicate you know how an agency usually buys and which programs might need your services, a CO is much more likely to open the door to someone you need to meet, including the Program Manager.
Meeting the Contracting Officer
Come prepared to talk about your capabilities and past experience. And bring a capabilities statement that speaks to these issues:
- Your core capability: What’s your Unique Value Proposition — your sweet spot, the thing you do that sets you apart in the marketplace? This helps focus your meeting.
- Your credentials and relevant past performance: In your capabilities statement, focus on past work that is similar to the project at hand. Include the contract number, value of the whole project, and, if you were a subcontractor, your contribution. List the prime contractor point of contact. During the meeting, tell how you’ve provided relevant services in the past.
- Boost confidence: Include details of your project management skills, lines of credit, bonding, performance guarantees and working capital. This information raises the CO’s confidence that you can perform the work if you win the competition.
- Include basic information: List your GSA Schedules and other contract vehicles, certifications and recertification dates. Put your contact information on each each page.
- Ask about specific projects: At this point, you should be focused on specific forecast opportunities that this contracting officer handles. Ask about upcoming set-aside opportunities that fit your capabilities, experience, performance and financing. Identify projects by name and program office, not solicitation number. If you responded to the agency’s recent Sources Sought or Requests for Information, ask for feedback.
- Ask for what you want. This can include help getting an appointment with the relevant Program Manager.
- Stay in touch. After this first meeting, build the relationship! Ask how — and how often — the CO wants to hear from you. Provide updates on your corporate information, experience, contract wins, registrations and certifications, and keep your CCR profile current.
Judy Bradt, Principal & CEO of Summit Insight LLC of Alexandria VA, is an author, speaker and consultant who has been covered by Entrepreneur Magazine, Fortune Small Business, the Financial Post, ABC Radio, PINK Magazine, SBTV, CTV, Rogers Business Television. You can learn more atwww.summitinsight.com.
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