8 Key Questions to Ask a Contracting Officer

July 23, 2024 | Uncategorized

Navigating the intricacies of government contracting is a complex task. However, armed with the right questions, you can greatly increase your chances of landing that valuable contract. Here are 8 key questions that can make a difference when talking to a contracting officer. Asking these questions could provide you valuable insights helping you build a lasting relationship and position your offer.

1. Do you already have an acquisition strategy for this opportunity? 

 Understanding the contracting officer’s acquisition strategy can help you tailor your approach. For example, knowing whether a specific contract vehicle is preferred can help you begin preparing your strategy with members of your teaming stable that have this contract vehicle. If you have it, this is the best outcome. However, don’t give up here. If they propose a contract vehicle that you don’t have, make a case through market research that it should be a different contract vehicle or no contract vehicle at all. You provide the market research that puts you in the best position to win. 

2. Are you planning to go with a set-aside category or full and open?

Same situation here as in #1. If the agency plans on setting this aside for a socioeconomic category in which you don’t belong, it’s time to go back to your teaming stable. If you fall in the same socioeconomic category, you’re good. If there is no set-aside, your strategy may change as the competition pool becomes more expanded. 

3. I noticed on your forecast that this was planned for the fall. Is that still the case? When do you think the RFP will come out?

Not all opportunities show up in the agency’s forecast, especially if they’re smaller contracts. However, if they do, know that forecasts can change. Confirming the timeline helps you plan your proposal preparation. Knowing the expected release date of the Request for Proposal (RFP) allows you to allocate resources and time effectively.

4. Will there be any pre-acquisition activity such as an RFI, sources sought, or an informal webinar?

Pre-acquisition activities like Requests for Information (RFI) or sources sought notices provide opportunities to engage early. Informal webinars or industry days can offer valuable insights and networking opportunities. Be sure to introduce yourself, and ask questions. Share insights about how you propose to solve the agency’s problem.

5. I’m curious, why now? What is driving the acquisition now?

Understanding the driving factors behind the acquisition is crucial because it allows you to gain insights into the agency’s decision-making process. By understanding their immediate needs and priorities, you can tailor your proposal to specifically address those key areas, increasing the likelihood of your proposal being successful. This approach demonstrates that you have taken the time to thoroughly comprehend the agency’s requirements and are committed to providing a solution that aligns with their objectives.

6. Can you introduce me to the program manager?

   The program manager can offer detailed insights into the project’s technical and operational requirements. Building a relationship with the program manager can also provide ongoing support and information throughout the contract lifecycle. Let’s be real. You may be shot down, but one thing is for certain. You will miss 100% of the shots you don’t take.

7. This kind of work is right up our alley. Do you know of any other opportunities similar to this that we should be aware of that weren’t on your forecast?

 As indicated earlier, not all opportunities are in the forecast. Some aren’t even in previous award data. Leveraging the contracting officer’s knowledge of other opportunities can help you discover additional projects that fit your expertise. It demonstrates proactive interest and can lead to further business.

8. Who’s the end user?

 Understanding the end user is crucial because it provides insight into the project’s real-world applications and how the solution can effectively address their needs. By identifying the end user, you can tailor your approach to accommodate their unique requirements. This not only enhances the relevance and effectiveness of the solution but also fosters a stronger connection between the project and its intended audience.

By asking these questions, you demonstrate your thoroughness and genuine interest in the project, which can set you apart from other bidders. Engaging the contracting officer with informed questions not only aids in gathering critical information but also builds a positive rapport that can be beneficial throughout the procurement process.

Thank you to Michael LeJeune for allowing me to post and give some insights on these questions, which are also posted in his book, I’m New to Government Contracting—Where Do I Start. You can purchase the book by clicking here to access more questions and other key insights.

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