The truth: bidding alone doesn’t win contracts

In government contracting, there’s a big difference between those who hope to win awards and those who do. That difference often comes down to one thing: relationships with manufacturers.

We’ve used the same outreach method for years to secure over 250 government contracts with more than 30 different suppliers. It’s simple, repeatable, and it works—because it puts you in control of the conversation.

The “One, One, Then One” method

This is our proven, step-by-step approach to building lasting vendor relationships.

Step 1: One email

Send out your RFQ—clear, direct, and free of fluff. Include:

  • Part number
  • Quantity
  • Your basic request

Don’t overcomplicate it. Your only goal at this stage is to get a response. That response might take a follow-up or two, but keep it short and professional.

Step 2: One response

When you get a reply—whether it’s a quote or a “no bid”—you’ve achieved your first milestone. Don’t worry if the answer isn’t what you hoped for. The win here is that they engaged with you.

Step 3: One call

This is where most contractors drop the ball. Once they’ve responded, pick up the phone.

  • Thank them for their reply (even if it was “no bid”).
  • Put a voice to your name—this makes you more than just another email in their inbox.
  • Explain your value: maybe you’re a set-aside, maybe you’re more reliable than their other customers, or maybe you make dealing with the DLA painless.

The point is to make the interaction memorable and valuable to them.

Why this works

Manufacturers are flooded with RFQs daily. Most go unanswered because they blend into the noise. By combining email + response + phone call, you:

  • Stand out from competitors
  • Show you’re serious
  • Start building trust from the very first contact

Will it work every time?

No. But when done consistently, it will:

  • Create more active supplier relationships
  • Improve your response rate
  • Lead to more competitive quotes
  • Set you up for future awards

Take control of your outreach

If you’re just blasting out RFQs and hoping for the best, you’re giving away control. Master your outreach process, and you’ll shift from hoping for awards to earning them.

Ready to scale your contracting game?

GovScraper not only saves you hours by pulling and organizing RFQs—it also gives you the head start you need to apply the “One, One, Then One” method at scale.

Book a demo today and see how you can combine better data with better outreach to win more awards.