How do defence contractors usually handle customer discovery when buyers are classified?

In defence, a lot of customer discovery happens through cleared intermediaries — think program managers, prime contractors, or government liaisons who can speak to requirements without exposing classified details. Industry days and RFI responses are also goldmines since they're structured to pull out demand signals within compliance boundaries. If you have access to cleared facilities, informal conversations at events like AUSA or DSEI can substitute for surveys pretty effectively.