Selling Into Industries: Government

Learn how to sell to the largest buyers in the world: governments. Get tips to navigate the red tape and win lucrative government contracts.

Prepare to Sell into Government Agencies

• Winning sales in government

1. The Largest Buyer in the World

• What governments buy
• How governments buy
• Who governments buy from and when
• Misconceptions about government contracting

2. How Will Your Company Participate in the Market

• Prime contracting
• Subcontracting
• Open market

3. General Services Administration (GSA) Schedules

• GSA multiple-award schedules
• GSA: Assessing your readiness and fit
• GSA rules and tips
• Pursuing a GSA schedule
• BPAs, IDIQs, and GWACs

4. Contracting and Government-Wide Acquisition

• Federal and state contracts
• GSA-based and other buying vehicles
• Teaming and other partnering methods

5. Building a Strong Sales and Support Process

• Develop a sales plan
• Value add and mission critical
• Pitch meeting and submissions
• Align infrastructure, sales, marketing, and biz dev

Conclusion

• Next steps