Months to Revenue

  • First revenue: Typically your first revenue will either be:
    • SAP contracts: Simplified Acquisitions Process (SAP) contracts that are designed to be “new vendor” friendly and for many new businesses this is their first revenue
    • Subbing: The most common path to first revenue is by subbing to another small business that is in the $5-15m/Year revenue range
  • Relationships are critical to both: To win an SAP contract, or get onto a team as a sub you need strong relationships with a government customer (for SAP) or with a more seasoned small business (Subbing)
  • Beyond relationships: Before a government customer or seasoned small will work with you you will need to demonstrate mastery of some federal market basics