Use the Source (Luke)!

Yep, I went there. I invoked that particular pop culture reference, but you knew it was coming. How long did you expect me to hold out? It's been years in the making AND you make it so dang easy! Yes, I'm talking to you, and to you, too. 

What am I talking about? This is about where you get your information, of course. Yeah, I know you're paying for some fancy subscription, or you found one that makes it real easy on the web because they pay for top billing on Google, and, what? There's another new one with an even slicker user interface? Well, la-ti-da, isn't that special? You're upset because I'm being flippant? Let me give you something to really get upset about. Let's talk about the time and money you're spending on whatever solution you're using and the results you're seeing. Or should I say not seeing? 

Despite your best efforts, you got sucked into the same trap so many companies (small and large) have fallen into. You went and found a solution without fully understanding the problem. You're paying 50 bucks a month or ten thousand per year with expectations that couldn't be met. You were hoping this tool would, though some form of osmosis, create processes where none existed previously. You hoped opportunities would rain down on you (in the digital sense) when you had not established direction that would help you know where to look. And you hoped this solution would somehow translate everything into language that would sound more familiar to you, without needing to develop context for information unique to your piece of the marketplace. 

In short, you're getting information that should have you stocking your pipeline with winnable opportunities, but that's not quite happening the way you expected. 

Have you established your number yet? You know, the number of questions you need to ask in order to find and win your opportunities? 

Do you understand the Award and IDV Types enough to know which ones you are positioned to pursue? 

Have you learned the difference between Buyer and Customer and which one is more important and when? Oh, and how familiar are you with the objectives and priorities of the organizations you're citing as prospects and customers? Mission is a real thing, and not just for Defense and Intelligence organizations. 

I'll bet you're still framing your searches around NAICS Codes, although we've told you these are not the codes you're looking for! The Government has other codes they use to identify what they're buying. 

And you went ahead and got a GSA Schedule even though you learned that your target customers use it for less than ten percent of their fiscal spending. 

There's only one remedy for this. You need to use the source. You know, the resources where the subscription tools get the bulk of their information? 

Did you ever do that test we talked about? You know, the one based on how close to the finish line your current system gets you? Because unless they get you all the way, you still need to know where to look and how to use the rest of the information you need. 

Let me and Michele know the result when you do. We'll be waiting for you in Ethical Stalking for Government Contractors? Bootcamp. 

Peace, Health and Success, 

Go-To-Guy