Targeting a Specific Customer
In This Chapter
• Finding potential customers right for your business
• Focusing on teaming arrangements
• Gaining knowledge of the customer
• Using the competition to learn about the customer
You’ve gone this far. You have a good feeling about the match between your company’s capabilities and the government needs. You either have a product you think you can sell to the government, or you’ve already found a customer needing a product you can provide. Your next steps are to fully assess how this customer contracts for these needs and to concurrently learn which other companies are providing products to that customer. It would be a shame to find out that there’s already a competitor who is in firm control of ...