Don't Be Afraid to Network: Building Relationships in Government Contracting at Small Business Conferences

The Hidden Currency of Government Contracting

Let's be real—in government contracting, who you know can be just as important as what you know. I've seen countless small businesses with amazing capabilities struggle simply because they haven't built the right relationships. Meanwhile, companies with solid networks seem to navigate the complex federal landscape with relative ease.

Here's the truth: networking isn't just a nice-to-have in GovCon—it's essential currency. The federal contracting world operates on relationships built over time, and small business conferences are your golden opportunity to start building that valuable capital.

Why Many Contractors Avoid Networking (And Why That's a Mistake)

I get it. Walking into a room full of strangers at a government contracting conference can feel intimidating. Maybe you're thinking:

• "Everyone else seems to already know each other"
• "Large prime contractors won't be interested in my small business"
• "Federal officials are too busy to talk with me"
• "I'm not good at small talk or introducing myself"

These concerns are natural, but they're also holding you back from incredible opportunities. The federal government awarded almost $178.6 billion to small businesses in 2023, with another $86.4 billion in subcontracts. That massive pie is sliced up largely through relationships formed at exactly these types of events.

The Unique Networking Ecosystem of Government Contracting

Government contracting networking differs significantly from commercial business networking in several key ways:

Long-Term Relationship Focus

In the GovCon world, contracts often span multiple years, and agencies look for trusted partners they can rely on consistently. One conversation at a conference might not lead to immediate business, but it could plant the seed for a multi-million dollar opportunity years later.

Multi-Layered Connections

Success in government contracting requires relationships across multiple levels:

• Federal agency decision-makers who influence contract requirements
• Contracting officers who manage procurement processes
• Prime contractors who need qualified subcontractors
• Other small businesses for potential joint ventures or teaming arrangements

Each relationship type requires a different approach and offers unique benefits.

Compliance-Oriented Conversations

Unlike commercial networking where bold claims might impress, government officials value precise, compliance-focused discussion. They need to know you understand federal regulations, contract vehicles, and their agency's specific mission challenges.

Strategic Networking at Small Business Conferences

Before the Conference: Smart Preparation

1. Research attending agencies and their priorities Review agency forecasts, recent contract awards, and strategic plans before the conference. When you approach an agency representative, being able to reference their specific challenges shows you've done your homework.

2. Identify target prime contractors Research which large primes work with your target agencies and what subcontracting opportunities they typically offer. Many primes have small business liaison officers specifically tasked with finding new subcontractors at these events.

3. Prepare your capability statement Create a concise, powerful one-pager that clearly communicates your core capabilities, past performance, differentiators, and certifications (8(a), WOSB, SDVOSB, HUBZone, etc.). Have digital and print versions ready.

4. Craft your elevator pitch Develop a 30-second introduction that clearly explains what problems you solve for government agencies. Practice until it flows naturally without sounding rehearsed.

During the Conference: Effective Engagement Strategies

1. Prioritize matchmaking sessions Many federal conferences offer structured matchmaking where you can schedule brief meetings with agency representatives and prime contractors. These focused sessions are often more valuable than general networking time.

1. Ask strategic questions When meeting agency representatives, ask specific questions like:

• "What challenges is your agency facing in [your area of expertise]?"
• "How do you currently address [specific problem your company solves]?"
• "What contracts do you have coming up for recompete in the next 12-18 months?"

1. Attend breakout sessions strategically Choose sessions based not just on content but on who's presenting and attending. Sit near the front, ask thoughtful questions, and approach speakers afterward for follow-up conversations.

2. Connect with other small businesses Don't just focus on agencies and primes. Some of your most valuable relationships will be with complementary small businesses for teaming arrangements, mentor-protégé relationships, or joint ventures.

Making Authentic Connections (Not Just Collecting Cards)

The most successful government contractors don't just network—they build authentic relationships. Here's how:

Listen More Than You Talk

Government officials and prime contractors meet dozens of potential partners at these events. The ones who stand out listen carefully to understand specific challenges before explaining how they can help.

Focus on Value Exchange, Not Just Selling

Ask yourself: "How can I provide value to this person right now, even if they never award me a contract?" Maybe it's sharing relevant industry information, making an introduction to someone in your network, or offering perspective on a challenge they mentioned.

Be Memorable for the Right Reasons

Rather than trying to impress with technical jargon or overselling capabilities, be known for asking insightful questions and demonstrating genuine understanding of agency missions.

Networking Success Stories from the Trenches

At NVS Strategic Solutions, we've seen firsthand how relationships built at small business conferences translate into contract success:

• A cybersecurity firm met a prime contractor at a defense conference, maintained the relationship for 18 months, and eventually secured a $1.2M subcontract
• An IT services provider connected with an agency small business specialist, received guidance on an upcoming opportunity, and won their first prime contract
• A consulting firm formed a joint venture with another small business they met at a conference, combining capabilities to compete for larger contracts

Turning Conference Connections into Contracts: The Follow-Up

The real work begins after the conference ends. Here's how to maintain and strengthen those new connections:

1. Send personalized follow-ups within 48 hours Reference specific conversation points and any promised follow-up items. This demonstrates attentiveness and reliability.

2. Connect on LinkedIn with a custom message Don't just send a generic connection request. Remind them where you met and include a relevant point from your conversation.

3. Create a contact management system Document key details about each new contact—their priorities, challenges, upcoming procurements—and set reminders for regular check-ins.

4. Provide ongoing value Share relevant articles, invite them to industry events, or connect them with others who might help solve their challenges. Position yourself as a resource, not just a vendor.

5. Be patient and persistent Government procurement cycles can be lengthy. Maintain contact without being pushy, understanding that relationships may take months or years to yield opportunities.

Overcoming Networking Anxiety: Practical Tips

If networking makes you nervous, you're not alone. Try these approaches:

• Set achievable goals: Commit to meeting three new contacts per day rather than trying to work the entire room
• Bring a colleague: Tag-team networking to make introductions easier and provide support
• Prepare conversation starters: Have 3-5 industry-relevant questions ready to initiate discussions
• Take strategic breaks: Schedule short breaks to recharge between networking sessions
• Focus on being curious: Approach conversations with genuine interest in learning about others rather than selling yourself

Making Networking a Business Development Cornerstone

The most successful government contractors don't view networking as a periodic activity but as an ongoing business development strategy. Each relationship built at a small business conference becomes part of a growing professional ecosystem that generates opportunities long-term.

At NVS Strategic Solutions, we encourage our clients to allocate dedicated time and resources to relationship building. The investment pays dividends in insider knowledge about upcoming opportunities, competitive intelligence, and partnerships that open doors to contracts you couldn't access alone.

Remember: in government contracting, the ability to build and maintain relationships is often what separates thriving companies from those that struggle to gain traction. Don't let fear hold you back from one of the most powerful business development tools available to you. Get out there, make those connections, and watch your GovCon business grow.

Ready to take your government contracting success to the next level? Visit our website for more insights on navigating the federal marketplace.