Column: Tips on the Return of Networking and Matchmaking

      We are finally beginning to see some signs of the return of networking and matchmaking events around the country. I regret that I don’t have any clairvoyant answer on when we will return to “Normal”, nor on whether we will ever see “Normal” again. Meanwhile, signs are stirring and we should all be thinking about the gains of meeting potential partners and sitting down with agency staff.

      I recently participated in a panel discussion, hosted by Judy Bradt, CEO of Summit Insight, focused on “Business by Association – the Do’s and Don’ts.” Partnered with me on the panel was Carrie Ann Williams, CEO of Andanna Consulting. Carrie’s firm does marketing and proposal writing for federal contractors. She recently wrote a well-received column for our March 12 edition titled “How to be a Good Participant in Video Chats”, covering tips to help you present well in our quarantined environment.

      Carrie Ann and I both agree that association events and getting active in association leadership is a worthwhile use of your time and energy in developing a good reputation in the federal contracting community. As my colleague Walt Wise has stated frequently, “People buy from those they know and trust.”

      Active appearances at association events, whether in-person or online, and giving of some time in a committee or leadership role, enhances your standing, and the likelihood that others will reach out to you when they have a need.

      Carrie Ann has taken on various specific roles in the Society of American Military Engineers, an excellent nationwide organization that does a number of activities in chapters around the country and has taken a particular interest in small businesses. Similarly, I have participated in and spoken at many national and regional conferences of NCMA, NVSBC, CBDA, the HUBZone National Council and the National 8(a) Association. Being at the events and meeting attendees lets them know that you are “Open for Business!” and interested in their capabilities and requirements.

      It’s been difficult to achieve the same results for the past year of quarantines.

      Virtual meetings on ZOOM or GoToMeeting or MicrosoftTeams or Webex just aren’t the same. It’s hard to exchange contact information--not impossible but not the same.

      What should we look for when we consider virtual and in-person events in the next year?

Will a matchmaking event be worthwhile?

      I look for these signs:

• The sponsoring organization has a continuing history and reputation;
• Federal agencies I’m interested in have committed to be matchmakers at the event;
• Sponsorship by an industry association;
• Exhibitors are from federal agencies as well as the association;
• In-person is preferable to virtual, but that may be months from now;
• Scheduled in an active government office facility, not the officers’ club;
• A program that includes featured agency speakers and forecasts of needs; and
• Specific 8(a)/WOSB/HUBZone/SDVOSB industry days are an added plus

What are some questions to ask to prepare for an event?

      It’s your time and money, so ask yourself these questions beforehand:

• Which agencies/primes will be there?
• With which of those organizations do you definitely want to engage?
• What key points do you have to offer each one of them?
• Do you have one-page capability statements customized for each target organization, in paper, pdf and Word formats, so you can immediately deliver the version they prefer, and then follow-up with a repeat and thank-you later the next day?
• Do you have a straight-forward 30-60 second elevator speech ready to go?
• Do your leave-behinds, including business cards, have cell and e-mail? and
• Have you skipped the pretty pictures and unique card stock and focused on your company’s unique skills and experience?

How to use your 5-10 minutes effectively

• Be a good listener, and ask good questions.
• Going prepared with questions about their specific needs and statements of your specific solutions;
• Confirming how your product or service can help the agency meet its mission;
• Verifying which bureaus/divisions use your services or products;
• Asking where the buying is being done for those items; and
• Learning whether the agency uses IDIQ term contracts for your items

      We are beginning to see the light at the end of this long COVID-induced tunnel. Fiscal third quarter has begun and solicitation volume is just starting to pick up, so now is the time to check on the organizations and events that have good reputations, calendar when they hold events or meetings, get involved in memberships and volunteer to work on organization activities.

      Get on the inside. Many of them have both contractors and agency program and acquisition managers involved in planning and producing events, so you can meet key people and they can meet you … and your company. And be prepared for both the new Normal and the old Normal in the months ahead.

Tom Johnson is the publisher of Set-Aside Alert. You can reach him at tjohnson@setasidealert.com.

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Column: Tips on the Return of Networking and Matchmaking

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