Updated November 2024
Have you tried using the "dribble method" of communication when contacting Government POCs? Those POCs can be the Contracting Officer (CO/KO) or other members of the Government’s acquisition team like requiring activities, small business specialists, project managers, etc.
What is the "dribble method"?
▶️ It's when you refrain from a long email asking multiple questions that require extensive answers from the POC.
▶️ Instead you ask ONE question that can be answered with a yes or no.
▶️ Then you ask ONE follow-up question, also in a yes or no answer format.
▶️ Repeat at a regular cadence (NOT daily or weekly; try every 2 months to quarterly at most).
Need an interpretation of a policy, want to learn more about an agency, or don't understand a contracting process and need some help? Do your homework first, state your understanding, and ask, "Are we correct in our understanding?" Again, a yes or no answer, plus you showed you did your homework to research an answer and do not expect the POC to be your readily available answer book.
So, what does the dribble method get you?
✅️ It creates the relationship.
✅️ It starts a conversation chain between you and the POC to build on.
✅️ It shows you respect that person's limited time.
✅️ You'll likely get a response. Your email won't slip to the bottom while the inbox while the POC is trying to find time to answer it.
✅️ That answer will happen faster because it's a small victory for them to clear it off their plate and out of their inbox.
When a "GovCon Whisperer" tells you that a rapid fire "email-a-day" approach daily to the CO/KO to get an answer works, run the other way. It does not get you any points. Being real, it's the stuff that makes a Government employee cringe.
And why would you do that when you're trying to make a good first impression? Try this approach and watch how the relationship and trust builds. A little bit of strategic persistence pays off in big ways.
From LI posts of Shauna Weatherly, President, FedSubK: https://www.linkedin.com/posts/shauna-weatherly_have-you-tried-using-the-dribble-method-activity-7252682268068978688-SXYf?utm_source=share&utm_medium=member_desktop
Comments