Government Contracting Made Simple using 2 Critical Steps
Posted: Monday, January 12, 2009
by Kevin Wright
Government Services Group
The pursuing of government business is usually considered to be the great unknown for many business people. For most it seems like a taunting task, but with a little bit of education and knowledge most salespeople find that it's not really that difficult after all. The key is to learn and understand what must be done in the world of government sales and contracting, and then work to implement what you know it in a disciplined order.
So what are the initial steps for expanding into the government market as a whole?
Step #1: Find all of the government procurement offices in your state or desired marketing area and begin building your government procurement database. Gathering this information on hundreds of government agencies will take some time and serious effort if you decide to go it alone. Once you know whom you can sell to, you will then need to contact each procurement office and obtain their vendor registration application and fill it out, and then return it to them. Again filling out hundreds of applications is no small task, but it must be done if you are going to be serious about pursing this business.
Step #2: This is where the sales process begins. You will start by following up on the vendor registration paperwork that you sent them, and introduce yourself. There are a series of things that should be done at this point to evaluate the account, such as checking for current bid opportunities, and to setup your call back schedule for account management. How you do this will be a major determining factor in your long-term success.
Most companies that I have consulted with tell me that these 2 steps become the most difficult obstacles for them to overcome when trying to obtain government business. However, for those that prevail, the payoff is well worth it. In fact, it's almost guaranteed, and once you do establish yourself into government agencies, selling to them will only get easier.
Regardless of whether you chose to use one of our government marketing programs to streamline your government market expansion, or if you chose to do-it-yourself completely from scratch, we wish you the best of luck.
For more detailed information, you can visit our website at www.madesimple.net.
Kevin L. Wright is the President of Government Services Group a Government Marketing & Consulting Firm that specializes in helping companies sell to all levels of government. Mr. Wright has received national sales awards for his government sales efforts from some of the largest corporations in the world, and he enjoys sharing what he has learnt with those want to learn.
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Top-level comments on this article: (2 total)I think this article is appropriate for the times we are in, especially with the proposed WPA right over the horizon. Good job.
An excellent article Kevin, and most informative> Although I have no need for it I know some who may and I'll be most happy to refer them to this article Welcome to Searchwarp.
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