Lead sources for project managers

If you are going to participate in business development, you have to find potential business opportunities. Instead of trying to sell things to people, a lot of project managers are more comfortable solving problems for people. Finding “leads” is often a stumbling point for people. But if you can identify solutions for a customer that correspond to the products and services your firm can provide, you are well on your way. When you’ve identified a potential solution for a potential customer who has actually expressed a viable interest, you’ve got a “lead.” Here are some places to look for problems to solve.

• Who is currently doing work at the customer as a contractor, and when does their contract end? Try to identify all of the contractors working in your territory. Find out what their scope of work is, and how many staff they have. You can usually find out when their contract ends by asking the contracting officer. You may also be able to find out about any plans for a re-compete or when a new solicitation might be offered. Keep in mind, other contractors are not just competitors --- they are also potential teaming partners. They might not like you snooping around (even though they’ll be doing it too), but may not mind high-level queries aimed at identifying teaming potential (especially if they can see potential value in teaming).

• Budgets, forecasts, and strategic plans. Many customers publish them. Often on their web site. If you can’t find them, ask if they have any. That way you’ll know what they want to do and how much they are preparing to spend on it.

• Talking to people. Build an org chart of your target (projects as well as staffing), and then begin an investigation to fill it in. Talk to people. What are they working on? What do they want to see happen? Play dumb. Ask them how things are supposed to work. Try not to be a burden. Be helpful. Show interest, and let them do the talking.

• Potential teaming partners. Companies that are seeking to team with each other often bring leads. It helps to know people at other companies and to talk about teaming potential, so when opportunities come up, you can pass leads back-and-forth.

• FedBizOpps.gov. FedBizOpps.gov is where the Federal Government posts all solicitations that it is required to announce. It is an excellent place to search for opportunities, however, when you see it there so can everyone else. To have a competitive advantage, you have to be prepared before the announcement hits FedBizOpps.gov.

• Bid locator services. These have similarities with FedBizOpps.gov, but may have better coverage of state/local procurements and may cover certain private sector industries. Just like FedBizOpps.gov, you shouldn’t rely too heavily on a locator service. You need to do your homework before opportunities are officially announced.