Everyone I have spoken with over the past year says that it takes 18-24 months to land your first contract - and even then, you can only get little ones (relatively speaking).
I have been actively working on Federal government opportunities for the past 2 months. Perhaps it was pure luck - perhaps it was just happenstance - but, we were just awarded a $700K project by the Department of Labor - OSHA to upgrade their SAN.
My message to all of you in the same position I am - trying to learn how to do this - taking the council of others more seasoned and knowledgeable than yourself - is to take all the wisdom that you can from others - but, to get out there and make it happen.
The hardest sale is the 1st one.
I am focused on getting the 2nd.
And then the 3rd...