Who Buys What You Sell (Part 1 – Overview)

This lesson introduces you to propensity analysis, one of the most critical steps in government contracting. You’ll learn how to identify which agencies and military commands buy what you sell, how often they buy it, and which contract vehicles they use. By leveraging government systems like USASpending.gov and SAM’s Data Bank, you’ll gain the intelligence needed to create a targeted government sales strategy instead of randomly chasing opportunities.

The training also shows you how to define strategic targets, ask smart business questions, and set up a master query in SAM’s Data Bank to manage data effectively. With this foundation, you’ll be able to focus your GovCon efforts on agencies most likely to award contracts in your niche and build a roadmap for long-term success in the federal marketplace.