Government regulations require procurement officials not to disclose confidential procurement information. This does not mean that a proposing firm cannot disclose information to the government. Indeed, government procurement officials should always be collecting information about the array of potential proposal submitters for a competitive procurement in order to do their job of obtaining the best value for the government. Keep in touch. While pushy sales pitches are not likely to be well received, factual information should always be welcome. At the very least, after submitting a proposal, keep in touch with the customer to stay on top of the award schedule and express your firm's enthusiasm for the project.

Many firms believe that once the proposal is submitted there is nothing more to do but wait for the phone to ring. This is a mistake. Others adopt a policy that the only person allowed to talk to the customer after proposal submittal is the firm's contract officer - contract officer to contract officer communications. This is also a mistake.

It is true that the government can say very little to a firm once proposals have been submitted. They are basically limited to providing information regarding the schedule for announcing award of contract. That does not limit the information the contractor can provide. Two basic items are important to get into the government's discussion during this period:

What you are doing to get a head start on performing the contract, and

Your enthusiasm and commitment to the contract and the government's goals.

The proposed Project Manager can do this in casual conversation during schedule inquiry phone calls to the government's Contract Officer. While such conversation cannot become a formal part of the selection process and will never be recognized as effective activity they recognize that the selection process can become complex and take unexpected turns. These calls help to create a relationship that may enhance or protect your firm's position in the evaluation process.