Government Sales Strategy
Since selling to the government is different from selling to the commercial sector, it requires a separate approach. Government procurement is governed by an extensive body of rules and regulations, has different dynamics, and typically a longer sales cycle.
One of the first issues to consider is whether it is appropriate to obtain a government contract vehicle, such as a GSA contract. Such contracts can greatly facilitate business with the government. If you want to do meaningful business with the government, then you generally have two choices – obtain one, or partner with a company that has one.
Channel strategy in the government market is at least as important as it is the commercial sector. The difference in the government market is that small, and small, disadvantaged businesses receive favored treatment from the government through set-asides, and favored pricing and terms. Partnering with such companies – the right companies – is often advantageous.
At Tucker & Partners, we help you to evaluate which route to take, and which partners are the most appropriate.
If you don’t plan, as the saying goes, you plan to fail. Nowhere is this more true than in the government market. This market operates on longer timescales than the commercial sector, and preparation and planning are essential to maximize the opportunities.
Business planning is a means to an end. At Tucker & Partners, we don’t believe in preparing long, wordy documents. Instead, we assist you in identifying and defining realistic business objectives in the government market according to the budget and resources available. We then develop an action plan with time lines and costs to address key issues, including business development activities, obtaining contract vehicles, proposal and teaming strategies, channel strategies, and compliance with federal, state, and/or local acquisition regulations and procedures.