Next, it’s time to build or refresh your contact list for your fiscal 2015 federal effort. Successful federal contractors build many relationships inside each federal agency for every major sale. Whether your business is large or small, you’ll also need another deep set of diverse contacts among other contractors to support the teaming that has become essential for growth.
Good news! Your market intelligence is the foundation for that effort. Of course, your star contacts are your current clients. The next tier: the people they recommend to you.