In addition to GlenTheMachine's excellent answer: If you see opportunities on FedBizOps where you only have a partial solution, look to see which Govt contract

In addition to GlenTheMachine's excellent answer: If you see opportunities on FedBizOps where you only have a partial solution, look to see which Govt contractors/suppliers are already working/bidding in that area. Often you can sell your partial solution to them first, and they package that into a larger solution that is sold in to the government opportunity. This is still a complicated long term sale but it can get you on the board. Once you have smaller wins at this level, leverage them to drive revenue, product feedback and customer success stories for related conferences/marketing materials. To promote success stories - look at government focused media such as e-republic's various brands. (http://www.erepublic.com/ http://www.erepublic.com/) or specialised media (there are a bundle focused on health/defense etc). Check their editorial calendar and network at their or related industry events. None of this is quick but it can work.