You know how hard Federal contracting is. You've had those weeks, those months: no signs of life anywhere. You turn over the rocks, you dig. Everything seems absolutely uninhabited. Nobody's returning calls. No opportunities. Nothing.
And yet. You know that Federal agency is spending money. In fact, your competitor is winning some of it, and it's really annoying the socks off you. What signs of life did they see that you missed?
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.
Many business owners I talk at this time of year are intently focused on ways to close Q4 federal business. That's good! I'm worried for the ones whose plan is focused on pitching before they have a clue about how the whole game is played.