Another Federal Q4 tip: They know you, they like you...why not call them?
People often call me at this time of year eager and anxious to scoop up what they know must be year-end funds sitting around waiting to be spent on a worthy small business like theirs. Trouble is, they're looking in the wrong place: hunting for strangers who who don't exist.
If an opportunity's not glowing red hot, how can YOU tell the difference? Look at any two Federal opportunities. Which one is pliable? Which is already too cold for you to shape? Which opportunities could you have captured if you had known the right thing to do?
Are you giving the right attention to the right opportunity? What are the foolproof criteria to tell them apart?