In the last section you got a high level overview of the market for your Initial Primary Offering but now it’s time to explore the customers within your market and find the best ones for you.
Now a couple thoughts on customer selection:
And identifying promising customers is a lot like evaluating a market, you're going to put in your keywords, codes, and any geographic restrictions, and FedScout will show you the spending data, but this time broken down by sub-agency and major command
And assuming you’ve uploaded your linkedin contacts next to each sub-agency you’ll see an analysis of how many people you know at each sub-agency, and how many of those people are in a position to help you win contracts.
FedScout will organize the sub-agencies list based on how promising we think they are and we recommend selecting two or three where there:
Once you’ve identified the most promising sub-agencies, select them and select any of your connections that you want added to your Customer Relationship Manager and next we’ll do a similar exercise but to find partners.