Happy New (Fiscal) Year 2022!


The new year is here for the federal government with another $650b in discretionary spending. How do you make sure you get your piece of the pie in 2022 and beyond?


This is what savvy contractors do:


1. Inform yourself with objective market data: which agencies will be buying what you sell, how will they buy it and from whom are they currently buying?

2. Develop a data driven decision matrix and prioritize your target agencies. You have few, precious business development resources. Use them wisely.

3. Devise and execute specific, detailed strategies that leverage your strengths and those of your teaming partners. Easy to say. Hard to do.

4. Articulate your value proposition. What makes you BETTER than the competition?

5. Build a solid infrastructure upon which to grow: good people, efficient systems, repeatable processes.

6. Evaluate, calculate ROI and pivot if necessary.


Piece of cake, right? Uh...no. But with experienced help, smart planning and collaboration, small businesses grow and prosper in the complex, highly regulated but opportunity rich federal marketplace.



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