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

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.