Align your product to real DoD needs and gaps without misreading priorities or missing modernization targets.

1. Map solution to DoD mission needs
2. Identify capability gaps and end-user pain points
3. Validate relevance through SBIRs/BAAs/OTAs

Show how your solution delivers mission impact without assuming commercial success means relevance.

1. Translate commercial features into operational outcomes
2. Develop use case scenarios tied to mission environments
3. Create mission-focused messaging and solution brief

Ensure you're contract-ready and compliant without scrambling through compliance or infrastructure gaps.

1. Assess BD/Capture/Proposal process maturity
2. Evaluate pricing models, contract readiness & compliance
3. Confirm CMMC, ITAR, and security posture

Top Struggles

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Identify key buyers, influencers, and timing without chasing staff who can’t buy.

1. Identify acquisition offices, PMs, user communities
2. Map influencers (labs, integrators, primes)
3. Prioritize outreach based on funding trends & timelines

Craft mission-aligned messaging and materials without sounding like a vendor who doesn’t get the mission.

1. Develop DoD-specific solution brief & capability statement
2. Refine value prop using cost/schedule/performance lenses
3. Update website & LinkedIn to reflect gov-facing positioning

Engage leadership in the DoD growth plan without flinching at the time, cost or relationship-building required.

1. "Showing up at the top": Align leadership on DoD sales cycle & investment expectations
2. Identify events, forums, and briefings for exec participation
3. Create BD calendar & relationship roadmap

Build and qualify a focused opportunity pipeline without chasing dead leads or low-win distractions.

1. Build prioritized opportunity list
2. Establish qualification criteria
3. Align pipeline to vehicles

Differentiate with tailored solutions and win themes without guessing what matters to the source selection team. 

1. Develop Win Themes
2. Conduct black hat/competitive reviews
3. Create solution concept 

Execute compliant and compelling proposals without missing deadlines, compliance marks, or task order velocity.

1. Develop proposal process (SOP)
2. Train team on compliance
3. Create Task Order playbook