Focusing Your Strategy On Pre-Acquisition

This lesson explains why pre-acquisition is one of the most important strategies in government contracting and a key driver of success in GovCon. You’ll learn how focusing 80% of your time on pre-acquisition activities before solicitations are released gives you the ability to collect market intelligence, build relationships with government buyers, and influence requirements in your favor. By engaging strategic targets early, you position your company ahead of competitors who only react once opportunities appear on SAM.gov.

The training also shows you exactly what to do during pre-acquisition, including submitting FOIA requests, reviewing past contracts, delivering capability briefings, partnering with other companies, and monitoring sources sought and draft solicitations. During this phase, you can ask candid questions and gain insights that won’t be shared with competitors once the RFP is live. By shifting your processes toward pre-acquisition, you’ll strengthen your government sales strategy, increase win rates, and build a sustainable competitive edge in the federal marketplace.