Start by focusing on your ideal customers—those who have already experienced success with Hank, or fit the profile of your high-value prospects. For Hank, this means procurement leads and IT decision-makers at K-12 school districts, higher education institutions, and state/local government agencies. Here is why: Targeting organizations similar to your best clients helps you quickly demonstrate value, builds credibility, and increases conversion rates. Leadsforge can help you identify more institutions that match your best customer profiles. Use Leadsforge to create a lookalike list and jumpstart your outreach.

Finding active prospects who already follow your competitors can give you a head start. Simply enter the LinkedIn company page of a competitor (e.g., RFP software vendors serving SLED) in Leadsforge, and you'll receive a list of their followers who might also be interested in Hank. Here is why: These individuals are already interested in solutions for RFPs and public sector procurement, which means they’re more likely to engage with your messages. Share their LinkedIn company page link in Leadsforge and it will find it for you.

Segment your audience by category (K-12 vs Higher Ed vs State/Local), job title (e.g., Director of Procurement vs CIO), and location (state or metro-area focus). You can further split by RFP activity or procurement cycle. Here is why: Segmentation increases response rates by allowing you to tailor your outreach to specific pain points and priorities. A segmented approach ensures you’re sending the right message to the right audience at the right time.

Prioritize specific vertical segments such as K-12 school districts, university procurement, and state/local government agencies. Drill down to districts of certain sizes (large urban, medium suburban) or universities with high annual RFP activity. Here is why: Focusing on these vertical slices lets you deliver tailored value propositions and build momentum in one segment before expanding to others.