Business Development 101 for Government Contractors – In-Person Event [9/16/2026 9:30AM]
Winning government work takes more than finding bids — it takes a consistent business development approach. This session focuses on how to build relationships, target the right agencies and primes, and position your business so you’re not chasing every opportunity that pops up. We’ll talk about creating a simple BD plan, building a pipeline you can manage, and using your capability statement and past performance to open doors. You’ll leave with a practical framework you can use immediately to develop leads, follow up strategically, and grow your GovCon efforts over time.
This course is for early startups pursuing their first government contracts. After summarizing recent trends in marketing to the government, instructors will demonstrate some of the key market research sources and methods. Participants will learn how to engage with prospective customers:
– How to find and use government and private databases to focus on a target market,
– How to identify customers, contract opportunities, and competitors,
– How to connect with key people
– How to meet with agency and prime staff to build knowledge, trust, and respect.