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How to Get the Most Out of Federal Matchmaking Meetings

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Federal matchmaking sessions are important opportunities to have focused, high-value conversations that change the future of your business. Here's how to make the most of them.

1. Set clear, realistic goals

Matchmaking is about starting relationships, not closing deals. Go in with 1–2 clear outcomes per meeting, such as:

  • Validate a specific capability gap
  • Identify upcoming recompetes or new programs
  • Secure a follow-up meeting

 

2. Do your research

Before you walk into the room, you should know why you're relevant to that particular buyer or prime.

Buyers

When meeting with a buyer, your goal is to show you understand their mission and buying behavior, not just your own capabilities. Research: 

    • Recent awards
    • Current incumbents
    • Recompetes & expirations
    • Preferred vehicles
    • NAICS & set-aside patterns
    • Budget or mission shifts
    • Competition trends
    • Agency of socioeconomic contracting goals

Tip: Review the most recent list of 2025 goals for each agency.

Primes

When talking with a prime, you want to show you understand their portfolio and pressure points. Research:

    • Active and recent contracts
    • Incumbent roles
    • Recompetes & option years
    • Subcontracting patterns
    • Customer concentration
    • Teaming gaps
    • Core vehicles

Tip: Do all of this research in seconds instead of hours with GovTribe AI.

 

3. Warm the room

Familiarity helps meetings get off to a nice start.

  • Engage with the event hashtag on LinkedIn
  • Interact with speakers, sponsors, and attending agencies
  • Comment thoughtfully on posts from target primes

 

4. Bring marketing materials

Have the basics ready:

  • Business cards
  • One-page capability statement
  • Relevant leave-behinds

Tip: Materials are more effective when they reference real data—agency spend, recent awards, or where you fit in the portfolio. You can find everything you need on GovTribe with a free trial.

 

5. Treat it like relationship speed-dating

Show interest and build trust before diving into your own capabilities.

  • Ask about their mission and current challenges
  • Listen more than talk
  • Don't force a capability fit that isn't there
  • Be honest if you're early stage (and feel free to ask for guidance)

 

6. Take Notes

After each meeting, try to write down:

  • Mission area
  • Key pain point
  • Contract vehicle
  • Recompete timeline
  • Agreed next step

 

7. Connect on LinkedIn

Connect with them on LinkedIn in the meeting or directly after while the conversation is fresh with something like, "Great meeting you at X—looking forward to continuing the conversation on Y."

 

8. Follow up within 48 hours

Your follow-up should:

  • Reference the specific discussion
  • Share one relevant capability or case study
  • Propose a low-friction next step (eg., a 15-minute intro call instead of a full demo)

 

9. Turn your meeting into pipeline

After the conference:

  • Organize your notes by buyers vs. primes
  • Flag near-term vs. long-term opportunities
  • Monitor solicitations, recompetes, and awards tied to your conversations
  • Stay in touch without overcommunicating

 

Remember that matchmaking opens doors—and follow-through keeps them open.

 

More Resources

 

About GovTribe

GovTribe is a market intelligence platform that helps contractors win government opportunities faster. With leading AI capabilities and proprietary buyer intelligence, GovTribe delivers tailored, research-grade insights on the deals, decision makers, and trends your team needs to win across federal, state, and local government. Customers report up to 3x pipeline growth and 50% higher-quality opportunities.