B2G Sales Tips for Government Contracors - Selling to the Feds

Marketing or selling anything into any vertical market requires understanding (education) about the client, their goals, challenges and mission - as well as how your solution (product/service) is a fit. After that -- understanding who the players are - Contracting Officers, Program Managers, etc w/in each agency that you have identified as a potential target & good use of your sales time will come next. Governments (state, local, federal, quasi) have different buying periods and therefore different budget cycles and buying patterns. They also purchase in different methods and for different reasons. There are a host of services - some paid by through your tax dollars and others commercially available that will post solicitations. This can include Sources Sought, RFI's, RFP's, RFQ's, etc. Simply responding to these is not the most effective way to win business, as most are wired for the firm that has been knocking on the door, making the pitch to the government & then gotten spec'd into the solicitation. http://www.FBO.gov = all Fed solicitations $25k+ http://www.FindRFP.com = state, local, Fed http://www.Onvia.com = " " " http://www.Devex.com = for the quasi's If you want to get in the game before the solicitation, then you must employ some basic sales skills - smiling & dialing to set up meetings w the appropriate people. Here is where you can buy some government marketing lists: http://www.CarrollPublishing.com http://www.LeadershipDirectories.com http://www.Input.com http://www.FedSources.com Some of the above firms will also provide market intel & solicitation information which can be quite useful. The govt market is 10x more competitive today than ever before. Obvious reasons are the economic situation and the pursuit of ARRA contracts. Everyone is rushing in (most without conducting any due-diligence, market analysis or w/o having a B2G biz plan and road map) to try to blindly attempt to secure and win contracts. Some organizations that can help you with the market analysis and strategy: http://www.TacticalInsight.com http://www.IdeasToLaunch.com http://www.HYODenterprises.com http://www.SummitInsight.com The B2G vertical is the same as any other market - there is a process in place and a big part of the game is relationship building. Going to conferences, trade shows, attending networking events and joining associations related to government can help make the right connections and in-roads. http://www.TheASBC.com http://www.SECAF.org http://www.NDIA.org http://www.1105media.com/government/html http://www.FBCinc.com http://www.GovEvents.com http://jenniferschaus3.eventbrite.com Again, this is not an overnight success playground - B2G is a longer sales cycle, quite competitive with companies that have been in the rotation for quite some time. You may also want to differentiate your firm as best you can in addition to have the best quality product/service. Some marketing tools that may help are GSA Schedules (sets price ceilings for your offering), 8a Status (SBA's formal small business prgm), HUBzone etc. http://www.GSA.gov http://www.SBA.gov Additional resources for information and education about this vertical can be found from http://www.Aptac-us.org http://www.Score.org http://www.osdbu.gov Network on B2G Social Media Sites - including LinkedIn by joining the govt related groups available (see my groups). http://www.TFCN.us http://www.IDGA.org http://www.GovLoop.com http://www.GTRA.org Teaming for Small Biz and Primes: http://GovWin.comReading periodicals and staying abreast of industry trends in your industry. http://govpro.com http://www.govexec.com/email/?oref=topnav This should give you a start. Please let me know if I can be of further assistance to you. Jennifer Schaus Jennifer Schaus & Associates Washington, DC http://www.JenniferSchaus.com GSA SCHEDS & GOVT RELATIONS B2G NETWORKING IN WASH DC http://JenniferSchaus3.eventbrite.com Links: http://JenniferSchaus-b2g.blogspot.com http://www.JenniferSchaus.com