Targeting is a critical element of winning in the federal market. Poor targeting creates many of the problems we discuss on the Contracting Officer Podcast – from miscommunication between buyer and seller, to adversarial debriefs, and yes, even to protests. Regardless of where you sit in the federal buying and selling process, it is critical that you understand the importance of target-ing.
In this cast, we explain how to identify your Ideal Target Market by stitching together into the three elements that make up your Ideal Target Market: your Reachable Market, your Target Market and your Weight Class.
Zone 2 (Market Research) and Zone 3 (RFP Zone)