When it comes to selling products or services,
In this guide, we’ll walk you through everything you need to know about how
How to sell to the government
GSA is the federal government’s acquisition arm. It plays an important role in connecting the private sector to federal agencies that can fulfill their business needs. GSA provides professional services, equipment and supplies, and telecommunications and information technology to commercial businesses and government organizations.
It also offers acquisition solutions through its Federal Acquisition Service (FAS).
GSA also provides government workplaces by managing, constructing, and preserving federal buildings and by leasing and managing commercial real property through its Public Buildings Service.
FedBizOpps – Find Business Opportunities
Federal contractors and businesses that are interested in providing
- Find out about government opportunities that are relevant to your business.
Make the necessary preparations to bid on a GSA contract.
- Send an offer
To be notified about new opportunities in their industry, businesses should first visit Federal Business Opportunities . FedBizOpps is a comprehensive database that includes all major government solicitations, contracts awards, subcontracting opportunities and surplus property sales. It also provides information about foreign business opportunities with federal government.
Understanding how GSA buys
GSA will search for new procurement vehicles if existing contracts are not meeting evolving needs. GSA will continue to support small businesses and promote competition in the market. Companies that do not have a GSA contract may still be eligible to participate in subcontracting with existing contract holders.
Assistance for Small Businesses
The federal government has a mandate to provide a variety of programs and services, especially for small businesses. These are coordinated and monitored by the Office of Small Business Utilization in GSA.
OSBU’s small business outreach activities consist of:
- Set-Aside Opportunities;
- Subcontracting Opportunities;
- Trade Missions
Roundtables and Procurement Conferences
Selling to Government:
5 Tips to Increase Your Government Sales
Before you can take advantage of the opportunities available to your company, you need a go-to market strategy. We’ve already covered
the right contract vehicle for yourcompany.
Your Government Sales and Marketing Strategy. Where to find government contractopportunities. Identify and outsell your competition. Install and Establish a Pipeline.
Identify What Contract Vehicle is Right for Your Company
With a GSA Schedule, you can also sell to select state and local agencies that participate in cooperative purchasing. If selling to a state or local agency that does not participate in cooperative purchasing with GSA, you may need to register for their individual procurement portal.
Under the GSA MAS Consolidation, established contractors now have the ability to sell supplies and services through their GSA Multiple Award Schedule Contract that were previously out of scope of their Schedule. This opens up new opportunities for companies looking to sell to the government.
Contractors also now have access to ALL industry Large Categories under GSA MAS. This means your company could potentially sell goods and services
Build Your Online Presence and Government Marketing Strategy
Now that you have decided on the right contract vehicle for your company, what next? Next, and most importantly, is to create your government marketing strategy.
There are many ways to increase your visibility in the government marketplace, and one of the most effective is through your company website. Make sure to include a section specifically for your government and public sector offerings, as this can greatly increase brand awareness among potential buyers.
Case studies and whitepapers are also great tools to showcase your company’s expertise and how you can help support the government’s mission. All social media channels can be valuable to utilize while looking to increase your government sales, but LinkedIn is generally seen as the main outlet for government customers.
Utilizing LinkedIn as a way to build your online presence will help you and your organization connect and network with government officials, helping you stand out from the competition.
Where to Find Government Contract Opportunities
It is important to note that your company can find nearly all government contract opportunities at both the federal and state level of government on web-based eCommerce portals. One of the most common questions we hear after someone has been awarded a GSA MAS contract is “where do I find government contract opportunities?”
We provided some guidance on how to find and win government contract opportunities in this blog, but to stress the importance, here are some of the best vendor portals to find government contract opportunities:
For federal contract opportunities, you should consider using FedBizOpps (www.fbo.gov) as your primary resource. This website is maintained by the United States General Services Administration (GSA) and lists all active federal contracts, solicitations, and awards.
You can also use FBO’s Advanced Search feature to filter results by agency, NAICS code, product or service type, and other criteria. Another great resource
- GSA eBuy.
- Federal Procurement Data System – Next Generation (FPDS-NG).
state and local contract opportunities, you may want to considertargeting the following resources:
- State Procurement Portals
County and City Procurement Portals
- State Procurement Forecasts
Identify and Outsell Your Competition
Identifying the differentiators between you and your competition can help you outsell them. If buyers can see how your offering is different from all the others, they are more likely to award you the contract.
Remember that government buyers are considering several options and vendors when searching for a solution, so make it easy for them to see how your company is unique!
Build and Establish a Pipeline
Now that your company has won an award for a new opportunity that is a good fit for its product offering, the next step is to build and establish a pipeline. This will ensure that you can continue to capitalize on this success and grow your business.
Being proactive and building a 12-36-month pipeline will help your company maintain success in the government marketplace. Another way your company may grow your current pipeline is to expand on current government contracts with expanded task orders.
When selling to the government, it is important for contractors to consider a variety of strategies. While selling to the government can be difficult, these five tips can help increase your sales. By following these guidelines, you will be better equipped to make successful sales to the government.