I have heard lots of questions about how companies should relate to a contracting officer. Should I call him? How do I sell him on my company? I just want to know he cares? LOL. Let’s talk about how a CO sees industry and his relationship with industry.
The CO needs to learn his industry and, depending on what he needs to purchase, that will drive how many “relationships” he develops. When I was buying services to convert tech manuals into an electronic format, I had so many companies that could perform that work, I just let competition weed out the best companies that were the most cost effective.
When I moved to a job where I was buying a very specific product, bomb fuses, it was such a limited industrial base that when I ran a competition we hosted an industry day and learned more about each company’s capabilities.
I know companies want to send marketing material to a contracting officer, but to be honest that information is no of much use once the CO has issued a sources sought looking for that capability. However, I firmly believe that industry should focus on using that time to talk with your Small Business Administration and the agency small business office. The agency offices are great advocates for companies when work is being solicited from industry. That office is always pushing the CO to compete and their knowledge of your capabilities is very important.
Sending marketing material may be to your advantage if you know of a requirement that is posted on the Federal Business Opportunities website (www.fbo.gov) and you can provide that service or product and want the CO to know that competition exists. You must remember that a CO is not like a buyer in the private sector. The competition rules really limit the “business relationships” that private firms develop with a CO. COs have to always be on guard against being accused of playing favorites when there is work out for proposal or bid. However, once award is made that dynamic changes.
Once you win a contract, now the CO should be talking to you on a regular basis. That is when the CO will want to pay attention to you!! You should keep him informed about any issues you are having so there are no surprises. Many times the CO can protect you from customers who are pushing you beyond the scope of your contract. I have heard the “excuse” that companies have done stuff outside the scope because the company didn’t want to say no to a customer. That is not an excuse and the CO will back you up when you say no – IF YOU TELL HIM!
I have had to work with many different type companies selling services and products in my career. When I was buying aircraft fasteners I had relationships with all my manufactures and larger distributers. When I was buying engineering support I knew my industry and who were my suppliers based on the work they bid and the contracts won. My last job before retirement I was on a major weapon system and I talked almost every day with that one vendor. Performance and delivery of a quality product and/or service is what really builds that CO/industry relationship.