Contracting officers are people managing dozens of contractors, and they strongly prefer vendors who already know the process and do not need to be taught the basics. Building rapport puts you in the officer's mind before a closing date, and delivering well can lead to repeat work and even sole-source opportunities later.
Be visible where officers actually are:
Chamber of commerce events and sponsored networking breakfasts
Industry conferences and local government contracting events
LinkedIn
Not at the permit counter or general government offices.
On open solicitations, reaching out early and asking good questions builds familiarity before you ever submit. And when officers call about forms or paperwork you do not recognize, the program coaches members to answer everything about their actual craft themselves, then bring their mentor into the conversation for the procurement paperwork — officers respond well to vendors backed by people who know the process, because it means less risk for them in later audits.
One caveat: a relationship never substitutes for being registered and compliant. Officers cannot award to a vendor who is not in the system, no matter how much they like them.