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.
Foreword Phil Bond xi
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