Who Can You Call about Government Contracts?

Find Small Business Specialists Who Will Talk With You  

The GovCon Chamber is proud to announce that our exclusive Master Directory of Federal Small Business Specialists is now available free on GovCon in a Box. Discover over 1400 Federal Small Business advocates who are responsible for talking to small businesses – like you!

This is the most complete resource of direct points of contact and procurement information across the federal market.  

Why is “Outreach” So Important?  

Most small businesses are afraid to pick up the phone and talk to strangers. Perhaps you are afraid of rejection, embarrassment and imagined failure.

This is the same fear that keeps you from having enjoyable and productive conversations at matchmaking and networking events.

So, how can you start cold call government buyers as a small business?

We know you might be afraid, so we want you to understand that it is just a process and offer our best cold calling tips for small business government contractors.

Outreach and cold calling is a necessary part of federal sales and it gets easier with practice. 

The purpose of the first call is really just to get the second call!

Remember that federal buyers and small businesses both have something the other person wants or needs. You want revenue. What's in it for them?  

• Do you have a core competency that can address their mission needs?  

• Do you have past performance that brings lessons learned and experience with previous customers? 

• Do you have access to a small business set-aside status that allows them to compete in small categories? (ie HUBZone, women-owned or veteran-owned business)

Uncle Sam Wants More Small Business Participation in the Federal Marketplace

In 2024, the Biden-Harris Administration announced its commitment to ensuring that federal investments build wealth and opportunity for underserved entrepreneurs and small business owners. 

Their bold goal of increasing the share of federal contracts going to small businesses owned and controlled by socially and economically disadvantaged individuals (SDBs) to

• 15% by Fiscal Year (FY) 2025
• 50% increase from 2021 spending levels

For the last three fiscal years, federal agencies have achieved record levels of spending on contracts to small businesses:

• Nearly $163 billion in federal contracts in FY 2022
• $70 billion of that went to SDBs
• Goal to increase the share of contract dollars Awarded to Small Disadvantaged Businesses for Fiscal Year (FY) 2024 and in subsequent fiscal years, 

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Step by Step: Cold Call Federal Buyers 

The purpose of a cold call is just to schedule a future meeting – not to pitch or sell.

Cold calling federal buyers, small business specialists and prospective teaming partners is an essential part of the government contracting process.

With proper preparation, you can put an end to 'constructive procrastination' and make cold calling just another predictable task in your day.

Every successful relationship – both personal or professional – starts from that first awkward conversation and requires courage to step into the unknown. 

1. Pick up the phone and dial the small business specialist or federal buyer

2. Leave a short concise scripted voicemail 

3. Ask to schedule a meeting (book now, talk later)

HOW TO SET MEETINGS WITH FEDERAL BUYERS  

The main purpose of your initial outreach is to just to set a meeting at a later date – just get on their calendar.  

Relationships start with phone calls – not emails. Use the same script for every outreach call (repeatable process)

PRO TIP: Don't research anyone until AFTER your meeting is scheduled.

• Before you start calling,understand the difference between a 'great call' and a 'successful call'. Learn more: How to Make Successful Cold Calls into Federal Agencies

5 STEP OUTREACH PROCESS for Your First Call to an Agency

The best way to reduce your nerves and calm your breathing when you call government buyers is to prepare with cold calling scripts specifically for government contractors. Remember that federal agencies need businesses like yours to achieve their missions so be confident, follow the plan and use scripts like these:

STEP 1. Follow Concise Call Script

"Hi John. My name is Neil McDonnell and I’m calling from GovCon in a Box. Am I catching you at a good time?  

• Wait for their answer

"The reason I’m calling is to schedule an intro-call next week to briefly introduce GovCon in a Box and talk about your agency. Could we schedule a meeting in the next week or two?  

• If they say anything other than yes or no say

“I was hoping I could schedule a meeting with you next week and then talk when I’ve had a chance to do a more thorough job of preparing, etc.” 

STEP 2. Leave Concise Scripted Voicemail  

"Hi John.  My name is Neil McDonnell from GovCon in a Box. My phone number is 703.555.5555.  I was calling today to schedule an intro call with you in the next week or two. We’ve been supporting other agencies but hoped to learn more about your agency.  

Again, this is Neil McDonnell with GovCon in a Box. My phone number is 703.555.5555. I’ll follow up with an email as well.  

Have a great day."  

Step 3. Send a Brief Email Follow-up after Voicemail 

SUBJECT: Follow up to voicemail – GovCon in a Box  

BODY:  Hi John, I’m following up on the voicemail I left earlier today.  

We’ve worked with DISA and some other agencies but hoped to learn more about working with DLA.  

I was hoping to get on your schedule in the next week or two for an intro call. If convenient, I’m available any day next week or the one after at 10AM or 2PM EST.  

Regards, Neil 

PRO TIP: Always suggest a few specific days and times for meeting. 

Step 4. Send Calendar Invite for Intro Call to an Agency  

• Confirm EST / CST (don't assume)  

• Use Teams, Zoom or other video call tool so you can see each other  

• Schedule 30 minutes for the first meeting.  

• Set a 1-hour reminder for the event   

Subject: Intro Call (GovCon in a Box & Navy)  

Body of Invite:  

Introduction call with GovCon in a Box (Neil McDonnell) to learn more about this small business and share information about our agency.  

PRO TIP: Put the “body” text ABOVE any Teams or Zoom link information  

Step 5. Send a One line Thank You Email for Upcoming Meeting  

Subject: Intro Call Thanks 

Body:  Hi John,

I sent over a calendar invite you should have seen.  I’m looking forward to talking with you. Thanks for making time on your schedule. Regards, Neil

How Do You Get Buyers to Answer Your Emails and Phone Calls?

 In this video training, federal expert Neil McDonnell will show you how to

1. Get your calls and emails answered
2. Build a target list of federal buyers and teammates to call
3. Use prepared scripts to guide you through the very first call and voicemails
4. Follow up after your first call

Discover a proven process for calling federal agencies and put yourself on the road to government contracting success.