The Relationship Before the RFP: Building Trust With Reentry Decision-Makers
Here's a secret from years in this work: by the time an RFP posts, the agency already has an idea of who is out there doing good work. 🤝 You want to be one of the names they already know.
👥 The people to know
DOC reentry coordinators and release/discharge planners — they're trying to find placements every week
Parole and probation supervisors — they see who succeeds and who doesn't
County reentry and human services staff
Drug court and treatment court coordinators
Hospital social workers and discharge planners (especially for recuperative care)
Your local Reentry Council or coalition — show up, listen, volunteer
Faith leaders doing prison ministry — they often know the families and the gaps
📄 Bring a one-pager
One page. Your program name, who you serve, number of beds, location, services, house rules summary, contact info, and a short mission statement. Leave it behind everywhere.
🗣️ What to say in a first meeting
"I'm not here to sell you anything today. I want to understand where you struggle to place people, so I can build my program to meet that need."
Then listen. The problems they share become the services you build — and the language you'll use in your proposal later.
⚖️ Stay clean and ethical
Once a formal solicitation is open, many agencies restrict contact with staff about it — questions must go through the official contact. Follow those rules exactly. Never offer gifts, and never pay for referrals. Patient brokering and kickback laws are serious, and your reputation is your most valuable asset.
📆 The follow-up rhythm
A short monthly email: beds available, one encouraging update, an invitation to visit. Consistent, humble, helpful. Over time, you become the provider they call first. 🌟
Our free Skool community, Open Up A Halfway House, has members building these relationships in states across the country. Come build with us.
This content is educational and is not legal, tax, or financial advice. Requirements vary by state and agency. No funding or contract award is guaranteed. — Elder Keith Humes, Halfway House MasterMind Training™
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