06 Pipeline Building Strategy

Three Channels for Solo Operator Scale

Three channels, optimized for a solo operator with budget but no team.

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Trigger-Based Outreach

The Strategy: Monitor Maryland government contractor announcements (awards, new contracts, leadership changes, certifications). Reach out with AI-specific value proposition tied to the trigger event.

Effort: 10-15 hours/week

ROI: 8-12 qualified conversations/month

Tooling: LinkedIn alerts, FPDS-NG tracking, local news monitoring, CRM for sequencing.

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APEX / SBDC Network

The Strategy: Deep integration with Maryland APEX (government contracting program) and SBDC (small business development). Become the go-to AI advisor for their member contractor base.

Effort: 3-5 hours/week

ROI: 20-30 warm intros/month + co-marketing

Tooling: Monthly webinars, workshop materials, co-branded outreach.

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Content Authority

The Strategy: Publish weekly insights on "AI for Government Contractors" (newsletter, LinkedIn posts, brief guides). Build authority and top-of-funnel awareness. Convert engaged readers into opportunities.

Effort: 5-8 hours/week

ROI: 5-10 inbound inquiries/month (higher-intent, longer sales cycle)

Tooling: LinkedIn, email newsletter, basic blog or Medium publication.

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Solo Operator Rule: Sequencing

Week 1-2: Trigger monitoring + APEX integration (highest ROI per hour). Week 3-4: Add one content pillar (e.g., weekly Friday insight email). Once you have 5 paying clients, scale 2-3 channels in parallel. Do NOT try to execute all three at launch — you'll burn out and convert nothing.

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