GovCon in the crosshairs: Proving your value in the era of DOGE
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Contractors need to rapidly adapt their messaging and strategic positioning if they hope to remain competitive, writes Janet Waring, co-founder and CEO of Art Form Agency, a digital marketing firm.
Whether you're fully onboard or cautiously observing from the sidelines, the Department of Government Efficiency has significantly reshaped the federal contracting landscape. With a renewed emphasis on measurable outcomes, mission-critical technology, and operational efficiency, contractors need to swiftly adapt their messaging and strategic positioning to stay competitive.
Gone are the days when proving your worth was merely best practice—it's now essential for navigating tighter budgets, stricter scrutiny, and shifting federal priorities. Recent developments highlight increased investments in areas such as artificial intelligence and cybersecurity, alongside notable reductions in previously emphasized initiatives like diversity, equity and inclusion and climate-related services.
Proactive contractors are already reorienting their strategies, clearly showcasing their impact through quantifiable results, such as cost reductions, increased operational efficiency, and robust performance metrics. This isn't just compliance; it's an opportunity to redefine your value clearly and convincingly.
In this guide, you'll find practical strategies and real-world examples to ensure your messaging resonates with today’s federal contracting realities, keeping your organization ahead of the curve.
Strengthening Communication with Federal Clients
Why It Matters
Transparent and proactive communication build trust with federal clients. Because government agencies need to track spending and justify budgets, companies that clearly show the value, efficiency, and effectiveness of their work have a competitive advantage.
How to Do It
1. Schedule Regular Check-Ins with Contracting Officers (COs) & Program Managers
Action Step: Don’t wait for your CO to reach out—schedule monthly or quarterly check-ins now. A 15-minute call can make all the difference in staying ahead of contract justifications.
Pro Tip: Before meetings, provide a concise, visual "Efficiency Impact Report" that includes:
- Key contract deliverables completed.
- Cost savings or efficiency improvements implemented.
- Recommendations for enhancing mission success under new budget constraints.
2. Use Data to Prove Your Contract’s Value
Action Step: Implement performance dashboards that track:
- Cost reductions from automation or process improvements.
- Time savings achieved through more efficient workflows.
- Project milestones completed ahead of schedule.
Pro Tip: Keep reports visual and concise—use charts, bullet points, and a summary slide to make it easier for agency officials to present internally. And write the justification talking points for your contract! Don’t leave it to them to do.
3. Be a Proactive Problem-Solver
Action Step: Identify and propose efficiency improvements before the agency requests them. Contractors who demonstrate they can do more with less will stand out.
Pro Tip: Frame recommendations as "Mission Enhancements" instead of just cost-cutting—agencies are more likely to approve improvements that increase efficiency while maintaining quality.
Leveraging Industry Associations & Policy Advocacy
Why It Matters
DOGE’s efficiency initiatives will impact procurement policies and contract structures. Contractors who stay ahead of these shifts by engaging with industry groups, policymakers, and procurement leaders will be better positioned to influence and anticipate changes.
How to Do It
1. Join the Right Industry Groups
Action Step: Contractors should consider joining associations that provide access to policy updates, advocacy efforts, and networking with agency decision-makers. Some top options include:
- Professional Services Council (PSC) – Advocacy for federal contractors.
- National Contract Management Association (NCMA) – Focused on procurement professionals.
- Coalition for Government Procurement – Supports commercial suppliers in the federal space.
- NDIA, ACT-IAC, AFCEA – Industry-specific groups for defense, IT, and innovation.
Pro Tip: Look for regional chapters or small business subgroups to start with a local network.
2. Participate in Industry Days & Roundtables
Action Step: Attend industry days hosted by agencies to hear directly from procurement officers about upcoming contract opportunities and changes in agency needs.
Pro Tip: Before attending, research the agency’s top procurement challenges and prepare one key question to ask during the Q&A session—this increases visibility and credibility.
3. Engage in GovCon Peer Networks
Action Step: Join GovCon peer groups where government contractors, marketers, and business developers discuss how DOGE’s efficiency mandates are affecting federal business.
Pro Tip: Connect with industry peers in groups like GovCon Ideators to stay informed and share strategies.
Enhancing Thought Leadership & Public Positioning
Why It Matters
Government decision-makers thoroughly vet contractors online. Those who establish a clear reputation for expertise in efficiency, innovation, and mission-focused solutions build credibility and trust—key factors in contract awards.
How to Do It
1. Publish Expert Insights on LinkedIn & GovCon Media
Action Step: Share monthly LinkedIn posts about GovCon trends, procurement changes, and efficiency solutions aligned with DOGE’s mission.
Pro Tip: Engage with agency pages, industry leaders, and GovCon media platforms like GovExec, Federal News Network, Washington Technoloy, and Defense One for increased visibility.
2. Speak at GovCon Conferences & Webinars
Action Step: Apply to speak at events like:
- GovExec Federal Insights Exchange (procurement & policy trends).
- National 8(a) Conference (small business federal contracting).
- AFCEA TechNet (government IT and cybersecurity).
Pro Tip: Not comfortable speaking? Start by joining panel discussions instead of solo presentations.
Collaboration & Coalition-Building
Why It Matters
In uncertain and highly competitive environments, strategic teaming and subcontracting relationships help firms enhance their capabilities, broaden their reach, and secure more stable revenue streams.
How to Do It
1. Strengthen Relationships with Prime Contractors
Action Step: Identify large primes in your sector and build relationships before an RFP drops.
Pro Tip: Offer specialized expertise or a niche capability they lack—this makes your firm more attractive as a subcontractor.
2. Collaborate on Policy Influence
Action Step: Join GovCon peer groups to stay updated on procurement policy shifts and advocacy efforts.
Pro Tip: Smaller firms can partner with larger GovCon companies to amplify their voice in regulatory discussions.
Adapting for Success in the DOGE Era
To navigate the changes driven by DOGE, government contractors must take a proactive approach by:
- Strengthening relationships with federal clients through data-backed communication.
- Engaging in industry groups and peer networks to stay ahead of policy shifts.
- Positioning themselves as thought leaders to attract opportunities.
- Building strong partnerships to remain competitive in an evolving market.
Next Steps:
- Choose two or three action steps from this guide and implement them this quarter.
- Join GovCon Ideators for weekly insights from other federal contractors.
- Stay informed on DOGE-driven procurement changes through industry associations.
Government efficiency mandates aren’t going away. The firms that adapt today will be the ones still standing tomorrow. Start implementing these strategies now, and don’t let DOGE decide your fate—own your future.
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