Think about how often you get a random e-mail from a service provider who is positive he or she can help your business.  You get multiple messages a week like this if you’re like Allen Federal.  They’re usually off the mark by a mile and you know that the person sending it likely wasted time and money putting the whole campaign together.  Before everyone shakes their head in knowing agreement, though, ask yourself, “Does anyone say the same thing about my business?”  How thoroughly does your company research a business prospect?  Do you know their priorities and pain points, or do you move out with a “one size fits all” approach to federal marketing?  Federal agency operations and missions are as varied as the pockmarks on Mars.  Your business just looks plain goofy if it doesn’t take the time to do a little homework.  Make sure you focus your federal efforts and take the time to understand a potential customer.  Don’t have any fed asking “I wonder what they possibly thought they could do for me?”.