This video walks through the core concepts for this module. Watch it first, then use the slides below to go deeper.
By the time an RFP appears, the requirement has been in development for 6–18 months. The contracting officer has done market research, talked to industry, and may have already identified contractors they believe can do the work.
Contractors who participated in shaping the requirement have a structural advantage — they understand what the agency actually needs, not just what's written in the solicitation. This isn't improper influence. It's showing up during the open market research phase. It's professional. It's expected. And most of your competitors aren't doing it consistently.
Effective BD is focused. Trying to pursue every agency in every category is how you burn time and get nothing. You need 3–5 specific agencies where your capabilities match documented spending patterns.
Government BD is not a sprint. The relationships you start this week determine which contracts you're competitive for next year.
Agency research and outreach is where Alex can save you hours. Use these prompts to get personalized BD guidance.
Every federal agency has one — their job is to connect small businesses with opportunities and help agencies meet small business spending goals. They are required to talk to you. How to engage: email capability statement + request a 15-minute briefing. Ask: "What upcoming opportunities might fit a business like ours, and who in the program office should we connect with?" Don't sell. Ask.
The government employee whose program uses the contracted service. They influence — and sometimes directly write — the solicitation requirements. Getting a meeting with a PM before the RFP drops is the highest-leverage activity in government BD. In the meeting: listen more than you talk. Ask about their biggest challenges, not "what contracts are coming up?"
Only person legally able to award a contract. Before a solicitation releases: they can engage freely. After it releases: all communication must go through the formal Q&A process only. Never contact the CO directly once a solicitation is active — this can get your bid disqualified.
Before releasing a formal solicitation, agencies publish Sources Sought notices on sam.gov. Market research — the agency is asking: "Can the small business community meet this requirement?"
Your response gets read by the contracting officer and program office. If your capability is compelling, they may contact you for more information. You become associated with that requirement before competition begins. Strong responses from small businesses can lead to set-aside designations.
Follow the instructions exactly. Include: brief company overview, relevant capabilities, similar past performance (2–3 project descriptions), certifications, and a request for follow-up questions. Keep it 5–8 pages. This is not a proposal — it's an expression of interest with evidence.
Searchsam.govfor "Sources Sought" in your NAICS code. BidWatchHQ includes Sources Sought notices in your daily digest — they are often the most actionable items in any given week, because almost nobody else responds to them.
Agency-hosted events where upcoming requirements are briefed before the RFP releases. Attend because: you hear the requirement before others have processed it, you can ask questions that shape the final RFP, you meet decision-makers in person. When you attend: bring capability statements, have a 30-second company description ready, ask at least one substantive Q&A question. Follow up within 24 hours.
Effective BD in government is a rhythm, not a sprint. The pipeline you build in the next 90 days produces opportunities in months 4–12.
| Day | Activity (Time-boxed) |
|---|---|
| Monday | Review new Sources Sought and solicitation notices from BidWatchHQ digest. Flag anything worth pursuing. |
| Tuesday | Research one target agency: check current contracts on USASpending, note upcoming expirations, identify the CO and Small Business Specialist. |
| Wednesday | Outreach: send one capability briefing email or follow up with one agency contact. One action, done consistently. |
| Friday | Log the week's activity in BD tracker. Update opportunity pipeline items with status changes. |
Pick one agency. Find their Small Business Specialist. Write four sentences: (1) who you are and what you do, (2) one relevant past performance example, (3) your certifications, (4) request a 15-minute capabilities briefing. Attach capability statement. Send it. The first email is always the hardest.
A real scenario from the field. No answer permanently locks you out — but the consequences below are real. Choose one, then see what unfolds.
You've had two calls with a program manager at a Texas state agency. She's hinted their current vendor is struggling and invites you to lunch. You strongly suspect a recompete is coming. You have 90 minutes with her.
Make a choice above, then continue to the knowledge check.
Two quick questions to lock in what you just learned. Click any answer — right or wrong, you'll see the full explanation. The goal is retrieval, not a grade.
Module 10 teaches you how to read a solicitation like an experienced contractor — understanding the evaluation criteria, spotting bid/no-bid signals, and knowing exactly where proposals win and lose before you write a word.
Your daily feed of Texas state and federal contracts, filtered by your NAICS codes and certifications. Sources Sought notices included — these are your earliest entry points.