Selling to the Government: What It Takes to Compete and Win in the World's

The U.S government market represents the largest single market - anywhere. It is Global One. Government contract tracking firm Onvia estimates that government business - federal, state, local and education - represents better than 40% of the GDP. The government market is a huge market, and anyone ca [...]
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The U.S government market represents the largest single market - anywhere. It is Global One. Government contract tracking firm Onvia estimates that government business - federal, state, local and education - represents better than 40% of the GDP. The government market is a huge market, and anyone can play in it. But not everyone will, and of those who do, most will not succeed. Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10% make it to year two. Unrealistic expectations and no-win timeframes lead to fast exits. This book offers real-world, from-the-trenches advice for the successful entry into the biggest market anywhere. From the go/no-go decision, through company infrastructure requirements, marketing sales, business development and more, this book offers the best advice from the most recognized authority in the market.