17 Suggestions to “Wow” Government Employees

Making a great impression on a government employee involves demonstrating professionalism, respect, and a commitment to meeting their needs and expectations. Government employees typically look for efficient and effective solutions to their challenges. Here are some ways to impress or “wow” government employees.

1. Understand Their Needs. Take the time to understand the specific needs and challenges government employees or agencies face. Research their objectives, priorities, and regulatory requirements to tailor your approach accordingly.
2. Provide Tailored “Customer Focused” Solutions. Offer concrete solutions to their problems or objectives. When developing proposals, demonstrate how your product or service can address their specific issues, streamline their processes, or eliminate their pain points.  
3. Demonstrate Expertise and Experience. Highlight your expertise and experience in the relevant fields. Government employees are more likely to be impressed if they see that you are knowledgeable and capable. If you have limited experience, work to build strategic partnerships, then incorporate and communicate your team’s combined experience.
4. Establish and Maintain Transparent Communication. Maintain clear and transparent communication throughout your interactions. Always be open and honest about what you can and cannot provide.
5. Build in Compliance and Security. If you deal with government agencies, ensure that your offerings comply with regulations and security standards. This shows that you understand the importance of compliance and security in government work.
6. Provide Outstanding Customer Service. Provide responsive and attentive customer service. Respond to inquiries promptly and professionally. Work with your team to build a quick turnaround response for your government customers. If you work in the field and can’t get to the phone, ensure someone on your team can monitor inbound calls and emails. 
7. Demonstrate Cost-Effectiveness. Government budgets are often tight. Demonstrating that your solution is cost-effective and provides value for the money can be impressive. Always be flexible and accommodating. Do your best to fit your solutions into clients’ limited budgets. One way to do this is by negotiating with your clients on the most important things they need and identifying other non-essential cost elements that can be eliminated or postponed.
8. Leverage Data, Case Studies, and References. Share relevant case studies and references from your previous work with other government agencies. Government employees love any concrete evidence that can help support and justify their decisions. Real-world examples of success can be compelling.
9. Be Adaptable. Show that you are willing to tailor your products or services to meet the unique requirements of the government agency or employee. A one-size-fits-all solution may not work for doing business with government agencies.
10. Demonstrate Reliability and Consistency. Consistently meet deadlines and deliver on promises. Government employees value reliability in their business partners. When performing your contracts, don’t wait for a government customer to ask you for paperwork or reports you are required to submit.
11. Maintain an Empathetic Approach. Understand the bureaucracy and challenges that government employees often face. Approach them with empathy and patience, as government processes can be complex and slow-moving. Understand that behind the scenes, many government employees are just as frustrated with the bureaucracy and red tape within their agencies as you are.
12. Work to Establish Collaborative Partnerships. Express your willingness to collaborate and build a long-term partnership with the government agency. Government employees often appreciate vendors who see the value in long-term relationships.
13. Invest in Their Success. Offer ongoing support and training to ensure that government employees can make the most of your product or service. Provide training sessions or access to support resources.
14. Offer Innovative Solutions. Government employees often welcome innovative ideas and solutions. The more you get to know your client, the more you will see areas that can use innovative new approaches and solutions. Proposing creative approaches to your client’s problems may help you land a new opportunity with little to no competition.
15. Maintain a Respectful and Professional Demeanor. Always maintain a respectful and professional demeanor in all interactions. Government employees expect professionalism and courtesy. Avoid saying, “You’re wrong;” instead, find a respectful and positive way to lead your customer to the proper conclusion. However, before going down this route, consult your mastermind and ensure you are 100% correct.
16. Carefully Read Your Solicitations and Contracts. Government employees expect contractors to read solicitations and contracts very carefully. Before asking a question, ensure it hasn’t already been answered in the solicitation or your contract. Unfortunately, many contractors make this mistake.
17. Solicit and Use Customer Feedback. Successful contractors solicit client feedback and use it for continuous improvement. After each competition, your sales process should always include a debriefing. It is also a good practice to request customer feedback as the last step in closing out a contract. Asking your customer about your performance and suggestions for improvement can provide valuable insights for your team. While the government has its own system for evaluating and rating the performance of government contractors, not every completed contract requires the government to rate contractor performance (Read FAR 42.15 for more information). Hence, having a process for soliciting constructive feedback, testimonials, and suggestions for improvement is something that every contractor can benefit from in a continual quest to “wow” government employees.

Remember that “wowing” a government employee is not about flashy gimmicks but about offering real value and demonstrating a commitment to helping them achieve their goals. It’s about building trust and delivering reliable and effective solutions that align with their needs and priorities.

About the Author

Carroll Bernard

As a coach and trainer in the government marketplace, Carroll offers a unique 360-degree perspective. Over the last 15 years, he has served as a Supply Officer in the acquisition community of the U.S. Navy, a Procurement Specialist for the City of Vancouver, Washington, and a Contracting Officer at the U.S. Department of Veterans Affairs. In addition to his experience in government procurement, he has also provided mentorship, counseling, and training to thousands of small businesses seeking government contracts as a counselor in the Procurement Technical Assistance Program, an SBA Business Opportunity Specialist, and an independent coach, consultant, and trainer. Carroll is also a seasoned entrepreneur and has successfully built his own business through government market opportunities. He works collaboratively with non-profits and government entities that share his mission of supporting the small business community. These partnerships include Procurement Technical Assistance Centers, Small Business Development Centers, SCORE, Women Business Centers, and Veterans Business Outreach Centers, to name a few.