Five Focused Sales Tactics for Selling to the US Government - A Proven Best Practice Approach.

Federal agencies have needs for goods and services which to a large extent are met by the private sector. The contracts are out there. But how to get them?

Department Contract Management Agency - Just one of many
Government agencies that you can obtain a bidding agreement with.

Here are a few strategies to improve your chances. Be patient. If the mills of God grind slow, according to Longfellow, then the United States government more so. You will encounter many hurdles along the way, but they can all be cleared with patience.

First, you will have to register with the System for Award Management (SAM). Their Guide to Codes will help you negotiate the specific cont
racting practices of each federal agency.

Do your homework. Check out the FedBizOpps (FBO) website. Here you will find out how to register as a buyer or a vendor, how to receive a user’s manual for negotiation the General Services Administration procurement process, and how to receive an invitation permitting you to make an offer on a contract.

The process of receiving a GSA number can take many months, so again, be patient. The FBO site will also tell you which jobs require GSA numbers.

 Many jobs can be bid on without them. Pay attention to detail. Become familiar with the Federal Acquisition Regulation (FAR) at www.acquisition.gov/far.

There you’ll find downloadable versions of the regulations involving procurement as well as search tools and FAQs. Keep in mind, regulations are passed by Congress and thus change on a regular basis.

The FAR website will help you stay up-to-date. Work smarter, not harder. Use all of the tools at your command to market to specific agencies and network via public events sponsored by agencies, industry trade shows, and through personal contacts whenever possible.

 Following these practices will help you navigate the maze of governmental red tape and help you close the deal with Uncle Sam.

Posted by:
Peter Jonathan Wilcheck
Commercial, Enterprise and Government Blog Contributor