Prospecting for Government Market Opportunities (2025 Update)

The U.S. government is the largest buyer of goods and services in the world, but finding and accessing the right opportunities requires more than a SAM.gov search. In this action-oriented training, government contractors will learn how to uncover both visible and hidden opportunities across the federal, state, and local landscape.

From identifying open solicitations to forecasting future buys and tapping into micro-purchases and sole-source awards, this session will give you the tools and strategies to build a strong, sustainable pipeline of leads. You’ll leave with a complete roadmap for finding government opportunities, engaging decision-makers, and building a proactive prospecting system tailored to your business.

What You’ll Learn:

• How to identify and qualify government market opportunities that align with your offer
• Where and how to find federal, state, and local solicitations
• How to forecast upcoming opportunities before they’re posted
• Tactics to uncover hidden opportunities through direct outreach and strategic engagement
• How to build and work a targeted leads list using LinkedIn and other tools
• Daily, weekly, and monthly prospecting routines that generate real results

Target Audience:

• Government contractors who want to strengthen their business development efforts
• Companies new to the federal or SLED markets
• Business development and capture professionals seeking a structured, repeatable prospecting process
• Business owners looking to expand their reach and win more contracts