Keep in mind that some customer responses will slip through the cracks, so it doesn't hurt to boost your recorded numbers by a reasonable percentage. This increase could be anywhere from 10 percent to 25 percent. This is the total real dollars returned for the amount spent. On the surface this looks great, but after deducting expenses like payroll and administration you discover your business has a net profit of 12 percent. Nevertheless, it's important to know what kind of return you get on actual marketing and advertising dollars.
Persistence also pays off.
In addition to federal opportunities, state, county and even local governments might be able to use your services. Frequently, they're easier to sell to than federal groups. Selling to the government can be time-consuming and exasperating. And just having the best bid won't necessarily get you the business. You'll need to establish personal contacts.