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.

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