Risk Mitigation
Neutralize Predictable Risks
Every market entry has predictable risks. Here's how to neutralize each one before it derails your momentum.
| Risk | Likelihood | Impact | Mitigation |
|---|---|---|---|
| Slow Sales Cycle | High | High | Government contractors expect 30-60 day sales cycles. Mitigate: Use trigger events to compress timeline. Run parallel outreach to 50+ prospects simultaneously. Close at least one pilot by day 45. |
| "We Already Use ChatGPT" | High | Medium | Positioning is critical. Don't compete on feature parity with ChatGPT. Lead with strategic intel + domain expertise + business context (not generic AI). Emphasize your LLM is trained on government contractor data and intelligence, not just general knowledge. |
| Solo Bandwidth | High | Medium | You cannot do all three pipeline channels at once. Prioritize ruthlessly: (1) Trigger outreach, (2) APEX integration, (3) Content. Outsource: scheduling, CRM management, invoice/accounting. Focus your time on discovery calls and product delivery. |
| No Social Proof / Case Studies | High | High | Start with pilot agreements that include testimonial and case study rights. Deliver exceptional results on first 2-3 clients. Get specific, measurable outcomes on record (e.g., "Helped contractor identify $2M in overlooked procurement opportunities"). Share liberally in pipeline outreach. |
| Data Security / Compliance Questions | Medium | High | Government contractors ask about data residency, encryption, HIPAA/FedRAMP readiness. Prepare: Security documentation, data handling policy, third-party attestations. Position early: "We can discuss security architecture in your first call. Here's our current posture..." |