How to Work Effectively with Your Contracting Officer

Learn How COs Actually Make Decisions

May Topic:

How To Work with a Contracting Officer

Contracting Officers control the process — and if you don’t understand how they think, you’re already at a disadvantage.

This month’s Catalyst Conversation features Shauna Weatherly, a former Contracting Officer, who will walk through how decisions are actually made, what matters most during the process, and where vendors consistently get it wrong.

You’ll gain a clear understanding of how Contracting Officers manage risk, enforce compliance, and evaluate vendors — and how your communication, timing, and preparation either move deals forward or stop them cold.

If you’ve ever felt like deals stall without explanation, this session will show you what’s happening behind the scenes — and how to adjust your approach.

Webinar Date + Time:

05/14/26: 4:00 PM EST

February Topic:

How To Work with a Contracting Officer

Are you ready to elevate your federal sales strategy in 2025? Join us on February 13th at 4 PM EST for an exclusive Catalyst Conversations webinar: "Why Small Business Partners Are Important to Dealers."

Presented by Michelle Warren, a small business advocate passionate about helping manufacturers and dealers thrive, this 30-minute session will equip you with actionable strategies to position yourself for success.

Gain valuable insights into federal socio-economic goals for small businesses in 2025 and what they mean for your strategy. Discover how small manufacturers can drive profitability through faster responses, unique solutions, and stronger relationships. You'll also learn key tactics to grow your sales, increase margins, and position yourself for success with effective small business strategies.

Webinar Date + Time:

05/14/26: 4:00 PM EST

This Month's Focus:

"Understanding the Contracting Officer Mindset"

This session focuses on how Contracting Officers evaluate risk, enforce compliance, and move deals forward — and how vendors can adjust communication, preparation, and timing to align with that process and improve outcomes.

Why Attend?

- Learn how Contracting Officers think so you can align your approach with their process.

- Avoid common mistakes that slow down or eliminate your opportunities.

- Improve communication and preparation to build credibility and move deals forward.

Who Should Attend?

- Manufacturers working within federal or public sector contracts.

- Dealers and reps engaging with Contracting Officers during procurement.

- Sales leaders who want to improve win rates in compliance-driven environments.

Registration Is Free – But Space Is Limited!

Seize this opportunity to be part of an elite group of forward-thinking professionals. Register now for free and secure your spot in the must-attend event of the month!