Information is readily available on the Web and through a number of independent research services as well as from government-dedicated press publications. All you need is time and patience. Some of the types of information readily available include:

*Budgets

*Strategic and IT plans

*Performance goals

*Organization charts

*Phone lists

*Acquisition announcements (like FedBizOps and Navy NECO)

*Government Accountability Office reports on agency weaknesses

With a little digging you will be surprised just how much you can learn about a particular agency simply by visiting its website. Further, by investing in an independent research service you will have access to major procurement activity and G2 to put you one step ahead of your competitors.

Without real intelligence in hand, you efforts will, in all likelihood, be wasted. You need to understand the agency, its mission, specific funded programs, and major points of contact within the targeted program. Anything short of this intelligence puts a firm out of the running to do business in most federal government programs.

Whether you acquire this information yourself or contract with an independent firm to do this essential legwork is your choice. You cannot, however, dispense with the need to gain this market knowledge.

Do your homework before committing your sales dollars. Research where you need to be and why, then develop your plan of attack. Your sales dollars will go a lot further if you do.

(Tom can be reached at tbasile@senecacreekconsulting.com.)