Why Contracting Officers Aren't the Real Decision Makers
Description
In this episode of the Federal Help Center Podcast, Randie Ward breaks down the critical difference between tactical and strategic contracting. Randie walks through how experienced contractors identify expiring contracts, research incumbent awards, and uncover the real people behind the requirement—before the RFP ever hits SAM.gov. The episode reinforces a core truth in federal contracting: winning isn't about reacting to opportunities, it's about positioning early through relationships with the program office and end users.
Key Takeaways
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SAM.gov is a tool—not a strategy
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Contracting officers sign awards, but program offices drive decisions
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Expiring contracts are your best window to build relationships early
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