Use the Personal Touch

April 13, 2006

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One way to locate government buying offices is to pick up your local phone book, search the blue (or Yellow Pages) under "Government, federal," and then look for a listing for the purchasing office or small business office. If neither of these offices is identified, then call the office(s) listed and make an appointment to meet with them.

Once there, introduce yourself and your company, and provide the buyer with your business card and a listing of the supplies and services you can offer. If you have one, also provide the URL of your business web page. This gives buyers another opportunity to see who you are and what you can do.

Don't be afraid to ask questions. Find out what products and services they buy. If they don't buy the product or service that you are offering, ask them to refer you to an office and a person that does.

Then later, use the first contact as a referral to the next. For example: "I recently talked to Joe/Mary and they suggested I talk to you for help in bidding on government contracts. What products and/or services do you buy?" This helps establish credibility with the new contact. It is important to get names and numbers for future use.

If you have already registered your business with the government in CCR, let the buyer know that. Over time, be sure to follow-up with the buyer to see if there are any new solicitations you can bid on and, in addition, to ingrain your company's name in the buyer's mind.