Marketing or selling anything into any vertical market requires understanding

(education) about the client, their goals, challenges and mission - as well as how
your solution (product/service) is a fit. After that -- understanding who the players
are - Contracting Officers, Program Managers, etc w/in each agency that you
have identified as a potential target & good use of your sales time will come next.
Governments (state, local, federal, quasi) have different buying periods and
therefore different budget cycles and buying patterns. They also purchase in
different methods and for different reasons.

There are a host of services - some paid by through your tax dollars and others
commercially available that will post solicitations. This can include Sources
Sought, RFI's, RFP's, RFQ's, etc. Simply responding to these is not the most
effective way to win business, as most are wired for the firm that has been
knocking on the door, making the pitch to the government & then gotten spec'd
into the solicitation.

http://www.FBO.gov = all Fed solicitations $25k+

http://www.FindRFP.com = state, local, Fed
http://www.Onvia.com = " " "
http://www.Devex.com = for the quasi's

If you want to get in the game before the solicitation, then you must employ some
basic sales skills - smiling & dialing to set up meetings w the appropriate people.
Here is where you can buy some government marketing lists:

http://www.CarrollPublishing.com
http://www.LeadershipDirectories.com
http://www.Input.com
http://www.FedSources.com

Some of the above firms will also provide market intel & solicitation information
which can be quite useful.

The govt market is 10x more competitive today than ever before. Obvious
reasons are the economic situation and the pursuit of ARRA contracts. Everyone
is rushing in (most without conducting any due-diligence, market analysis or w/o
having a B2G biz plan and road map) to try to blindly attempt to secure and win
 contracts. Some organizations that can help you with the market analysis and
strategy:

http://www.TacticalInsight.com
http://www.IdeasToLaunch.com
http://www.HYODenterprises.com
http://www.SummitInsight.com

The B2G vertical is the same as any other market - there is a process in place
and a big part of the game is relationship building. Going to conferences, trade
shows, attending networking events and joining associations related to
government can help make the right connections and in-roads.

http://www.TheASBC.com
http://www.SECAF.org
http://www.NDIA.org
http://www.1105media.com/government/html
http://www.FBCinc.com
http://www.GovEvents.com
http://jenniferschaus3.eventbrite.com

Again, this is not an overnight success playground - B2G is a longer sales cycle,
quite competitive with companies that have been in the rotation for quite some
time.

You may also want to differentiate your firm as best you can in addition to have
the best quality product/service. Some marketing tools that may help are GSA
Schedules (sets price ceilings for your offering), 8a Status (SBA's formal small
business prgm), HUBzone etc.

http://www.GSA.gov
http://www.SBA.gov

Additional resources for information and education about this vertical can be
found from

http://www.Aptac-us.org
http://www.Score.org
http://www.osdbu.gov

Network on B2G Social Media Sites - including LinkedIn by joining the govt
related groups available (see my groups).

http://www.TFCN.us
http://www.IDGA.org
 http://www.GovLoop.com
http://www.GTRA.org

Teaming for Small Biz and Primes:

http://GovWin.com

Reading periodicals and staying abreast of industry trends in your industry.

http://govpro.com
http://www.govexec.com/email/?oref=topnav

This should give you a start. Please let me know if I can be of further assistance
to you.

Jennifer Schaus
Jennifer Schaus & Associates
Washington, DC
http://www.JenniferSchaus.com
GSA SCHEDS & GOVT RELATIONS

B2G NETWORKING IN WASH DC

http://JenniferSchaus3.eventbrite.com

Links:

• http://JenniferSchaus-b2g.blogspot.com
• http://www.JenniferSchaus.com