Tag: business development
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A capability statement is a short, scannable summary of what your firm does for government buyers. Here is what to include and what to leave out.
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The opportunities you win next summer are identified now.
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October 1 is the time to thank the buyers and partners who made the year.
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Treating federal work as a side effort fails. A dedicated plan succeeds.
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The fall calendar is full of events where agencies and industry meet. Choosing wisely.
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Sales cycles run eighteen months or more. Why firms that plan for it win.
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Agencies find contractors through specific channels. Be present in them.
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The federal fiscal year ends September 30, and the final quarter is when agencies obligate a disproportionate share of their budgets. What that means for contractors, and how to be ready before it begins.
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June and July are the right time to remind buyers your firm exists. Knowing who you may contact, when you may contact them and what to offer keeps follow-up helpful rather than annoying.
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Matchmaking sessions give small firms short, scheduled meetings with agency buyers and prime contractors. Preparation decides whether those minutes produce a real lead or a polite handshake.