Marketing to the Government

Selling to government agencies can be confusing, complicated and frustrating. There are many forms to fill out, certifications to secure, schedules to obtain and countless rules to satisfy. You are told to get on the GSA Schedule, to sign up in the CCR, to get on bidder's lists, have contract announcements emailed to you.

After you have invested the time, energy and money to jump all of the hurdles and are poised for business, you are disappointed that business doesn't come, no one knocks on your door, the buyers never contact you, and you are not doing the business you expected. You go to conferences, one-on-ones, matchmaking sessions and invest hundreds of hours of valuable time but still the business is elusive.

Why? It is because that no matter how many technical requirements you satisfy, you have left out the most valuable piece: making personal connections and contact with the people who buy. And the end-users who specify what is needed.

The people responsible for making purchasing decisions want to know who you are, your company's track record, what you provide, the solutions you offer, the problems you solve, and yes, the prices you charge.

You are told over and over again that it is critical for you to proactively market your business to the appropriate agencies and the people within them.

In order to market to the government agencies, first you have to find them. Then you have to find the correct people within the agency. This takes time, valuable time that is wasted doing fruitless research. When it could and should be spent contacting the people personally and making the sale.

How do you find those agencies?
How do you find the correct people in the agencies so that you are not wasting your time and money marketing to people who do not buy what you sell?
How do you explore government agencies at the state, county, city as well as federal level?
How do you stop wasting time doing fruitless research?
How do you turn the corner from being marginally successful with government sales to very successful?
Where do you start to market your new products and services?
How do you open the door to government sales when you do not know where to start?

Start by subscribing to the TargetGov Government Buyers Guide -- your easy-to-use source for the PEOPLE who buy what you sell.