To meet its mission, the government needs to buy things.  To meet their mission, contractors need to sell things.

Easy, right? Well, no.

The difficulty comes when neither side is targeting. When the government is looking to buy “something”, even if it does not solve their problem…and if contractors are looking to sell what they have, even if it doesn’t solve the government’s problem. However, that’s a perfect outcome, and GovCon, like life, is not perfect.

One way we’ve found to get closer to perfect is for both government and industry to understand the difference between a “lead” and an “opportunity”. In this episode, we explore why the government AND the industry teams benefit when both sides know the difference between a “lead” and an “opportunity”.