There are hundreds of experts. There are thousands of recommendations. We discuss the importance of pre-acquisition prospecting; how and where to identify and evaluate which federal agencies and military commands buy what you sell; the most common prospecting challenges faced by small business; and we identify, walkthrough, and evaluate the 20 most common prospecting methods and discuss which ones actually work.

Learning Objectives:

• Learn and understand the difference between acquisition and pre-acquisition and how much time successful companies spend in each phase.

• Understand the most common small business challenges and what you can do to minimize them.

• Understand which prospecting and business development methods are weak, strong, and core to your sales strategy.