Selling Yourself to Sell to the Government
If you want to sell to the Government, state, local or federal, it is important you know how it differs from the private sector. There are different sets of rules and regulations you need to be aware of and the pace at which public sector agencies move can be frustrating, to say the least. That being said the manner in which you market yourself is relatively similar. You will find the same techniques and strategies that work in the public sector can be employed when selling to the government.
6 Tips for Success When You Sell to the Government
- The biggest thing to keep in mind when you sell to the government is that you need to determine which government agencies buy the products and services you sell. Once you have those narrowed down you can follow the steps outlined below to assist you in moving into a better position to land the contracts you are interested in.
- Familiarize yourself with the agency. Determine, if possible, the department that uses your products or services. Next, identify the procurement official that approves the contracts.
- Visit their websites and learn about ways to meet with each department. Some agencies may host contracting sessions, or have specific times for vendors to schedule appointments.
- Try to network as frequently and broadly as you can when you sell to the government. This includes attending procurement-related conferences, activities and matchmaking events. SBA’s district office sponsor events and participate in a wide variety of procurement events. Find the SBA District Office nearest you.
- Most Federal agencies have an Office of Small and Disadvantaged Business Utilization (OSDBU), which promotes small business prime and subcontracting opportunities. The small business specialists in these offices are important marketing contacts. The OSDBU can assist you in navigating through the agency to identify the end-user of your product or service.
- Follow these simple tips to set yourself up for a better chance at success, and remember to be persistent, consistent and courteous at all times.