40% of my business last year came from Schools or Government. I found a few niche pain points that almost any District or Department would experience and used that as my lead in with the appropriate person. For example, for schools, it was Common Core State Standards. Learning the implications and compliance issues got me lots of appointments and 4 new Districts. We utilize UCC Filing Data as another prospecting tool which works really well for having a leg-up when you walk in the front door with 24 months left on their current agreement. Aside from phone-blitzing and the good old fashioned method, Google is my best friend for making Targeted Cold Calls. I walk in the front door and know the President, VP, CFO and key employees, I read their Press Releases, and have an impact statement in my head so that as soon as I walk in, I know enough about them to give them ideas in a 5 minute introduction. KNOWLEDGE IS POWER!