Success in federal IT contracting isn't just about winning contracts—it's about building lasting partnerships with government agencies. Companies that view themselves as mission partners rather than vendors consistently outperform competitors and build sustainable federal businesses.
The Partnership Mindset
Transitioning from a transactional vendor relationship to a true partnership requires a fundamental shift in approach:
- Mission First: Understanding and prioritizing the agency's mission
- Long-term View: Investing in relationships beyond individual contracts
- Proactive Support: Anticipating needs rather than just responding to requirements
- Collaborative Problem-Solving: Working together to overcome challenges
Understanding Your Customer
Agency Mission and Priorities
Before pursuing opportunities, invest time understanding your target agencies:
- Review agency strategic plans and IT modernization roadmaps
- Monitor Congressional testimony and budget justifications
- Track agency IT spending through USAspending.gov
- Follow agency CIO blogs and public communications
Key Stakeholders
Identify and understand the roles of key decision-makers:
- CIO/CTO: Technology strategy and enterprise architecture
- Program Managers: Mission requirements and outcomes
- Contracting Officers: Procurement authority and compliance
- End Users: Day-to-day operational needs
- Small Business Office: Set-aside and subcontracting goals
Research Resources
- Agency websites and FOIA reading rooms
- Federal IT Dashboard (itdashboard.gov)
- Government Accountability Office (GAO) reports
- Industry publications and analyst reports
Building Visibility
Industry Days and Events
Participate actively in government-hosted events:
- Pre-solicitation industry days
- Technology showcase events
- Small business matchmaking events
- Agency-specific conferences
Capability Briefings
Request meetings to present your company's capabilities:
- Prepare tailored presentations addressing agency challenges
- Bring subject matter experts who can speak to technical details
- Focus on outcomes and past performance, not just features
- Listen more than you present
Thought Leadership
Establish your company as a trusted resource:
- Publish relevant whitepapers and case studies
- Speak at industry conferences
- Participate in working groups and standards bodies
- Engage thoughtfully on social media
Delivering Excellence
"Your best business development tool is exceptional performance on current contracts. Past performance is the strongest predictor of future success in federal contracting."
Performance Excellence
Nothing builds partnerships like consistently delivering results:
- Meet or exceed all contract requirements
- Maintain proactive communication with CORs and program managers
- Identify and resolve issues before they escalate
- Document successes and quantify impact
Going Beyond Requirements
Distinguish yourself by adding unexpected value:
- Propose process improvements and efficiencies
- Share relevant industry trends and best practices
- Invest in professional development for on-site staff
- Participate in agency-sponsored volunteer activities
Teaming and Subcontracting
Strategic Teaming
Partnerships with other contractors expand your capabilities:
- Complement your strengths with partners' capabilities
- Access contract vehicles you don't hold
- Meet small business subcontracting requirements
- Share risk on large, complex programs
Being a Good Partner
Build a reputation as a reliable teaming partner:
- Deliver on commitments to prime contractors
- Communicate proactively about issues and successes
- Support primes' reporting and compliance requirements
- Seek mutual benefit in teaming arrangements
Maintaining Relationships
Regular Engagement
Partnerships require ongoing nurturing:
- Conduct quarterly business reviews
- Share relevant news and resources
- Check in even when not pursuing active opportunities
- Recognize and celebrate joint successes
Handling Challenges
How you handle problems often defines the relationship:
- Acknowledge issues promptly and honestly
- Present solutions, not just problems
- Take accountability for mistakes
- Follow through on corrective actions
Long-term Partnership Strategies
Grow with Your Customer
Expand your relationship over time:
- Understand agency's evolving needs and priorities
- Develop capabilities aligned with agency direction
- Pursue logical expansion of existing contracts
- Position for follow-on and recompete opportunities
Invest in People
Your people are the face of your partnership:
- Hire and retain quality staff
- Invest in certifications and training
- Empower employees to build relationships
- Recognize staff who exemplify partnership values
Measuring Partnership Success
Track indicators beyond contract value:
- Past Performance Ratings: Exceptional/Very Good ratings
- Contract Extensions: Options exercised and extensions granted
- Sole Source Awards: Direct awards based on relationship
- Referrals: Recommendations to other agencies
- Recompete Win Rate: Retaining incumbent contracts
The IAT Solutions Approach
At IAT Solutions, we've built our federal practice on genuine partnerships with our agency customers. We invest in understanding each agency's unique mission, maintain open communication at all levels, and consistently deliver solutions that make a real difference. Our high customer satisfaction scores and long-term relationships with agencies like NIH, DOS, and FBI reflect our commitment to being more than just a contractor.
Contact us to learn how IAT Solutions approaches partnerships differently and how we can support your agency's IT mission.