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Synopsis

Learn the crucial ins and outs of the world’s largestmarket

The U.S government market represents the largest singlemarket—anywhere. Government contract tracking firm Onviaestimates that government business—federal, state, local, andeducation—represents better than 40 percent of thenation’s GDP. While anyone can play in this market, onlythose with the right preparation can win.

Selling to the Government offers real-world advice forsuccessful entry into the biggest market anywhere. Get provenapproaches, strategies, tactics, and tools to make your businessstand out, build relationships, understand procedures, and winhigh-stakes contracts.

    • Every year thousands of companies enterthe massive U.S. Government (BtoG) marketplace, and by the end ofthe first year, most are gone and less than 10 percent make it toyear two
    • Author has advised hundreds ofcompanies, including Apple, Dell, CDW, Northrop Grumman, GeneralDynamics, IT, GTSI, and many small firms, on all aspects ofmarketing and selling to the government

From the go/no-go decision, through company infrastructurerequirements, marketing, sales, business development, and more,this book offers the best advice from the most recognized authorityin the market.

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