These are fantastic questions to ask early on in the process! Knowing whether there’s funding and understanding the purchase timeline can save so much time and effort, helping you focus on viable opportunities

[DONEE with changed thumbnail]Key Questions to Ask Early in the Government Contracting Process

January 13, 2025•2 min read

These are fantastic questions to ask early on in the process! Understanding whether there is funding available and familiarizing yourself with the purchase timeline can save you valuable time and effort. This allows you to focus on viable opportunities rather than wasting resources on leads that might not be ready for procurement. Additionally, inquiring about the procurement method will help you be prepared with the appropriate approach, whether it's a full RFP, RFQ, or a streamlined process.

Here are a couple of other important questions that can provide further insight into the opportunity:

Who Are the Competitors? Knowing who you're up against in the bidding process is crucial. Understanding your competitors' strengths and weaknesses can help you differentiate your proposal and identify areas where you can offer unique value.
What Are the Evaluation Criteria? The government typically uses specific evaluation criteria to assess proposals. Knowing these in advance allows you to tailor your response to meet the agency’s priorities, making it easier for evaluators to see how your solution addresses their needs.

Beyond asking the right questions, here are a few additional tips for navigating the early stages of a government contract opportunity:

Engage Early: Don’t wait for the official RFP to be released. Attend industry days, meet with procurement officers, and build relationships to gather insight into upcoming needs.
Leverage Market Research: Use tools like FPDS (Federal Procurement Data System) to track past government spending and analyze trends. This helps identify where money is being allocated and where you might have a competitive advantage.
Ensure Compliance: Ensure that your business meets the necessary qualifications and compliance standards required by government agencies, such as certifications, small business designations, or other relevant accreditations.

By asking these questions early on and following these tips, you'll be better equipped to move through the procurement process efficiently and position yourself for success. What other strategies have you found helpful in navigating the early stages of government contracting?

Richard C. Howard, Lt Col (Ret)

Richard C. Howard is the founder of dodcontract.com, and government contracting advisor to companies of all sizes. He is the host of the "DoD Contract Academy" podcast, the leading defense procurement podcast and author of the Government Contracting Planner. Richard helps business owners and sales teams win lucrative government contracts. As a former military acquisitions officer, Richard oversaw $82B+ in DoD contracts and ran the award winning Kill Chain Integration Branch, which rapidly developed cutting edge technologies with Boston & Silicon Valley based companies, deploying completed systems to the warfighter in record time. Richard's clients have won over $300M in government prime & sub-contracts. He is the host of "DoD Contract Academy" which is ranked in the top 2% of all podcasts. Howard is the author of the "Government Contract Planner' and speaks extensively on the nuance of federal contracting strategy.

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