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 (Bto G) 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.
Table of Content
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
About the author
Mark Amtower is the founder and owner of Amtower & Company, one of the most established advisory firms in the B2G space. He is a frequent contributor to national business publications, having written over one hundred articles for Bto B, Catalog Age, Catalog Success, DMA Bottom Line, Direct Marketing News, Entrepreneur, Federal Computer Week, and numerous others, as well as having a monthly column at Washington Technology.com, the online component of the most influential magazine for federal contractors. He has also been profiled in Federal Computer Week and Entrepreneur magazines. He was named to the Top 100 Bto B Marketers list by Bto B magazine in 2008.
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