Growing your business in adjacent markets

In this webinar, Maryann Lesnick and Karen Gauthier provided guidelines for successfully growing your business in adjacent government markets—with both existing and new customers and for both core competencies and new capabilities.
Growing your business Webinar Replay
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For government contractors, finding new business opportunities often means prospecting into adjacent markets. The easiest way to find opportunities is to expand your core business or to introduce new capabilities with existing customers.

However, growing into adjacent markets should also include finding opportunities to apply your company’s expertise to help government leaders in adjacent markets be more successful in accomplishing their mission. This means identifying agencies where your capabilities are relevant.

In addition to watching the webinar rebroadcast and downloading the presentation, take a look at Bob Lohfeld's Washington Technology article on Three strategies for growing in adjacent markets. Click below to download a copy. 

Download Three strategies for growing in adjacent markets

Get more tips for growing your business—visit our website and check out our Insights blog and News & Knowledge Center.

Your presenters:


Maryann Lesnick

Maryann Lesnick brings more than 25 years’ experience in business development; proposal management, writing, and editing; capture management; project management; and quality management for both federal and commercial sectors. She is a Project Management Institute (PMI) certified Project Management Professional (PMP) and holds APMP Practitioner-level certification (CP APMP). She is also a Certified Scrum Master (CSM) and certified Microsoft Office Specialist (MOS).

As Vice President of Proposals for Base Technologies (later CA Technologies), Maryann supported the entire business development lifecycle and led all public sector services bids. Maryann has served on the Board of Directors of APMP’s National Capital Area (NCA) chapter for the past 5 years, and currently serves as the 2015 Chapter President.

Karen Gauthier

Karen Gauthier directs research, analysis, and pipeline development for our Go-To-Market Strategy and Execution Practice. She has more than 20 years’ experience in marketing and business development strategy and execution to the U.S. Federal Government, Prime Federal Contractors, and companies of all sizes via GSA Schedules.

As a marketing executive on both the client and agency sides, Karen built and managed fully integrated marketing and advertising teams and designed and implemented comprehensive branding, advertising, and marketing strategies across the consumer goods, retail, entertainment, government, and professional sports industries, directing account clients including the Family Channel, NASCAR, Ford, UPS, LandAmerica Financial Group, Schlumberger, Virginia Lottery, New York Lottery, United Way, Pepsi, and Anheuser-Busch. She understands how to break down the details and determine the needs and requirements of organizations for growth opportunities—and how measurable strategies and top talent are key to achieving a positive impact and significant results.