You hear it all the time.

“Just get your set-aside.”

“Just get on GSA.”

“Just look at SAM.”

But no one talks about the four to seven calls it takes to get one meeting.

The months of shaping before an opportunity hits the street.

The fact that most set-asides never win a prime contract.

Real government sales are more than someone in their basement with a computer.

It is disciplined research, focused targeting, and consistent execution.

Before you follow the next piece of advice, ask yourself this.

Could I build a commercial business with that strategy?