Selling to the Government

Selling to the Government

Question: How do I sell my product or service to the government?

Doing business with the government can be time-consuming, challenging, frustrating ... and rewarding to the company that exhibits patience, understanding and know-how.

Agencies of federal, state and local governments spend hundreds of billions of dollars every year on products and services from thousands of businesses like yours. Businesses that supply the needs of government agencies know how to deal with the government procurement process. They may have acquired that knowledge through any of several ways: by hiring employees experienced in selling to the government; by trial and error through the school-of-hard-knocks; or by using the services of an external advisor who knows the ins and outs of the government procurement process.

Depending on your business's circumstances you may be able to hire the right person (at the right salary), who is experienced in selling to government offices. Or you may have the time (and money) to devote to hunting for government sales opportunities in a lengthy, hit-and-miss learning process. But, if your firm is like most companies, when you decide to go prospecting for government business you need to move ... and move fast. So, where do you turn for guidance?

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