Playbook

Five phases. Work them in order, skip only when you honestly already have the artifact each phase produces.

1. 1

   Positioning

   Clarify who you are to primes in one sentence—capabilities, past performance, and the niche you actually win.

   Open phase →
2. 2

   Targeting Primes

   Stop spraying RFIs. Build a short list of primes that already need your stack, geography, or clearance profile.

   Open phase →
3. 3

   Outreach

   Short, respectful pings that show you did homework—no novellas, no “pick your brain,” no attachments on email one.

   Open phase →
4. 4

   First Conversations

   Treat early calls like discovery, not a pitch deck. Primes sniff out desperation fast—stay curious and concrete.

   Open phase →
5. 5

   Teaming & Entry

   Paperwork, teaming agreements, and first dollars—protect margin and scope before you celebrate the logo slide.

   Open phase →