May 13, 2019 - Federal contracting comes with a long sales cycle ranging from 18-24 months and about $100-$150k/year in business development and marketing tools expenditures. The government may begin with conducting market research (FAR Part 10) to fulfill a possible need. This may evolve to "sources sought" notifications or RFI's which are published on FBO.gov and should be seized - immediately. These are the genesis of the relationship (and eventual contract). It is here where you have the opportunity to begin shaping requirements and specifications for the technical portion of the contract, and therefore responding with a compliant proposal is essential. Get in early - and get the worm.