Normally, the easiest way for government contractors to find new revenue is to prospect in adjacent markets, and the closer these markets are to your existing business base, the more successful you are likely to be.
Prospecting does not mean going around giving capability presentations to everyone in government who will listen. Instead, it is about figuring out how you can apply your company’s expertise to help government leaders in adjacent markets be more successful in accomplishing their mission. Here are the guidelines that I like to use when following this strategy.
Email your comments to me at RLohfeld@LohfeldConsulting.com.
By Bob Lohfeld
This article was originally published February 9, 2015 in WashingtonTechnology.com.