Federal Government Buying Season, 4th Quarter Spikes

Vendors, Be Prepared for Spike in Federal Buying Season, By Michael Keating, Interview with Jennifer Schaus

http://govpro.com/federal/content/federal-demand-spike-20100723/

B2G Networking / Selling to the Gov't

http://JenniferSchaus3.eventbrite.com

GOVERNMENT Contractors Monthly Networking Event at the JF Kennedy Center in Washington, DC.

There will be no event in AUGUST, but we will resume in SEPTEMBER on 9/16 at our new time of 5:30pm - 7:30pm.

Thank you for your attendance and support,

Jennifer Schaus

Selling to the Federal Government, BASIC TIPS TO GET STARTED

Often times, I answer questions by prospective companies on LinkedIn who have no idea HOW to sell to the government but have decided to take the plunge into the B2G vertical market. Often times they jump or leap without conducting any research and have unrealistic expectations.

Below are some high level suggestions (in order) of various resources and steps you can take. Should your require further consultation or more specialized conversation, please do not hesitate to contact me directly.


Marketing or selling anything into any vertical market requires understanding (education) about the client, their goals, challenges and mission - as well as how your solution (product/service) is a fit. After that -- understanding who the players are - Contracting Officers, Program Managers, etc w/in each agency that you have identified as a potential target & good use of your sales time will come next. Governments (state, local, federal, quasi) have different buying periods and therefore different budget cycles and buying patterns. They also purchase in different methods and for different reasons. There are a host of services - some paid by through your tax dollars and others commercially available that will post solicitations. This can include Sources Sought, RFI's, RFP's, RFQ's, etc. Simply responding to these is not the most effective way to win business, as most are wired for the firm that has been knocking on the door, making the pitch to the government & then gotten spec'd into the solicitation.

http://www.FBO.gov = all Fed solicitations $25k+ http://www.FindRFP.com = state, local, Fed http://www.Onvia.com = " " " http://www.Devex.com = for the quasi's


If you want to get in the game before the solicitation, then you must employ some basic sales skills - smiling & dialing to set up meetings w the appropriate people. Here is where you can buy some government marketing lists:

http://www.carrollpublishing.com/
http://www.leadershipdirectories.com/
http://www.input.com/
http://www.fedsources.com/

Some of the above firms will also provide market intel & solicitation information which can be quite useful. The govt market is 10x more competitive today than ever before. Obvious reasons are the economic situation and the pursuit of ARRA contracts. Everyone is rushing in (most without conducting any due-diligence, market analysis or w/o having a B2G biz plan and road map) to try to blindly attempt to secure and win contracts. Some organizations that can help you with the market analysis and strategy:

http://www.tacticalinsight.com/
http://www.ideastolaunch.com/
http://hyodenterprises.com/
http://www.summitinsight.com/

The B2G vertical is the same as any other market - there is a process in place and a big part of the game is relationship building. Going to conferences, trade shows, attending networking events and joining associations related to government can help make the right connections and in-roads.

http://www.theasbc.com/
http://www.secaf.org/
http://www.ndia.org/
http://www.1105media.com/government/html
http://www.fbcinc.com/
http://www.govevents.com/
http://jenniferschaus3.eventbrite.com/

Again, this is not an overnight success playground - B2G is a longer sales cycle, quite competitive with companies that have been in the rotation for quite some time. You may also want to differentiate your firm as best you can in addition to have the best quality product/service. Some marketing tools that may help are GSA Schedules (sets price ceilings for your offering), 8a Status (SBA's formal small business prgm), HUBzone etc. http://www.gsa.gov/
http://www.sba.gov/


Additional resources for information and education about this vertical can be found through your tax payer dollars via govt organizations:

http://www.aptac-us.org/
http://www.score.org/
http://www.osdbu.gov/

Network on B2G Social Media Sites - including LinkedIn by joining the govt related groups available (see my groups).

http://www.tfcn.us/
http://www.idga.org/
http://www.GovLoop.com http://www.gtra.org/


Teaming for Small Biz and Primes:
http://GovWin.comReading periodicals and staying abreast of industry trends in your industry.

http://govpro.com/
http://www.govexec.com/email/?oref=topnav


This should give you a start. Please let me know if I can be of further assistance to you.


Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com GSA SCHEDS & GOVT RELATIONS

B2G NETWORKING IN WASH DC
http://jenniferschaus3.eventbrite.com/

Links:
http://www.linkedin.com/redirect?url=http%3A%2F%2FJenniferSchaus-b2g%2Eblogspot%2Ecom&urlhash=4v9I
http://www.linkedin.com/redirect?url=http%3A%2F%2Fwww%2EJenniferSchaus%2Ecom&urlhash=kOCn