The quick answer is WORK BACKWARDS! So you want $200K, break that into 2 large contracts (worth $x) and several small contracts. Now what do you have to do to win the large contract -- how many phone calls/customer meetings will it take -- who should you target. Small contracts -- are you getting those thru inbound leads from social media -- do you need to run advertising to get leads? Promotions? How many leads convert to customers. You are definitely on the right track with a monetary end goal -- the next step will be to break that down to a split of your product offerings and from the product offers the effort to acquire the customers. I once helped a sales manager figure out that he needed to make 10 cold calls a day, to get three conversations a week, to get 5 customers a month to make $500K in a year. You just need to walk it thru step by step