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Selling to the Government. What It Takes to Compete and Win in the World's Largest Market. Edition No. 1

  • ID: 1698550
  • Book
  • January 2011
  • Region: Global
  • 256 Pages
  • John Wiley and Sons Ltd
Learn the crucial ins and outs of the world’s largest market

The U.S government market represents the largest single market - anywhere. Government contract tracking firm Onvia estimates that government business - federal, state, local, and education - represents better than 40 percent of the nation’s GDP. While anyone can play in this market, only those with the right preparation can win.

Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts.

    - Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two
    - Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the government

From the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.
Note: Product cover images may vary from those shown

Foreword Phil Bond xi

Preface xiii

Acknowledgments xix

Chapter 1 What It Takes to Play: Tips and Caveats for Chief Executive Officers, Boards, and Others Looking for Shortcuts 1

Chapter 2 How the Government Buys 19

Chapter 3 Determining Where You Fit: Prime Contractor, Subcontractor, GSA Schedule, Open Market, or All of the Above 35

Chapter 4 Infrastructure Issues: What Your Company Needs to Succeed 53

Chapter 5 Aligning Marketing, Sales, and Business Development 71

Chapter 6 The Power of Relationships 91

Chapter 7 The Myth of the Level Playing Field: How Small Businesses Can Play 107

Chapter 8 Differentiation is the Key 123

Chapter 9 Execution 137

Chapter 10 Building Momentum 143

Chapter 11 The Missing Link: Web 2.0 Tools 153

Chapter 12 Final Thoughts on Staying on Top of the Game and Becoming a Government Market Master 165

Appendix 1 Glossary of Common Government Terms 169

Appendix 2 Resources 207

Appendix 3 Advice from Industry Experts 211

About the Author 226

Index 227

Note: Product cover images may vary from those shown
Mark Amtower
Note: Product cover images may vary from those shown