Agency Procurement Forecasts
Once you’ve gathered the necessary insights, it’s time to look ahead using agency procurement forecasts available on platforms like Acquisition.gov. These forecasts serve as the official “coming soon” wish lists from various agencies.
- Pros: They provide a glimpse into future opportunities, helping you plan and prepare in advance.
- Cons: The level of detail, schedule, and publication system can vary greatly among agencies. Just because something is forecasted doesn’t guarantee it will happen as described, or even at all.
LinkedIn + Employee Directories
Turning contract records into actionable leads is crucial, and LinkedIn, along with employee directories, can be invaluable tools for this purpose.
- 🎯 Pro Tip: Focus on the “Prepared By,” “Approved By,” and “Last Modified By” fields in contract records. These fields point to real people and decision-makers, making them key contacts for your networking efforts.
Why “Data Diving” Principles Work
Just like scuba diving, successful federal data diving requires:
- Preparation: Equip yourself with the right tools and training.
- A Dive Plan: Set clear goals and directions.
- Navigation Skills: Understand what you’re looking at.
- A Buddy System: Collaborate with a team to stay oriented.
Remember, you wouldn’t jump into the ocean without a dive plan, so don’t dive into SAM.gov without one either.
🛠 Lesson: Go Deep, Not Wide
Using Geography or Agency to Focus
Absolutely, focusing geographically or by agency can quickly build traction and lead to wins. Consider these questions:
- Which agencies or bases are near you?
- What are they buying?
- Who are the current vendors?
Utilize the “Place of Performance” or “Contracting Office” fields in SAM.gov for geographic precision. This approach allows you to build local relationships, leverage existing partnerships, and even invite prospects to visit your past performance projects in person.
- Diver Alert: Sometimes, the “Place of Performance” data matches the Vendor Address. This could happen for various reasons. If you notice this, take it as a cue to dive deeper and perhaps engage with actual people to uncover the complete story.
