So you want to sell to the Federal Government?

1. So You Want To Sell To The Federal Government?
The Myths
• You Can’t Sell To
Federal Clients
• All The Decisions Are
Made In DC
• You Can’t Talk To
Contracting Officers
(KOs)
• It Is To Hard To Get In
The Door & Too Do
Work
• The Gov is so big you
have no idea where to
even start?
• The Federal Gov only
works with big
businesses.
The Truth
 You Must Market To
Federal “Individuals”
 Over 90 Percent Of The
Buying Decision Is At
The Local Sites/ Zones/
Regional Level
 You Must Find And Build
A Relationship With The
Local Contracting Team
 Think Differently, Think
Long Term – Must Build
A Record Of Past
Performance – Start
Small
 Must Network through
industry associations
and community support
No Magic To It:
Just Strategic Relationship Building!