But with so many suppliers vying for attention, how do you rise above the crowd? To succeed, you need more than just a great product or service—you also need a strategy, persistence, and a clear understanding of the procurement environment. This article will offer some key steps to help you gain the attention of government buyers and increase your chances of landing those coveted contracts.
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Understand the Government Marketplace
Before you can even begin selling to the government, you must do your homework. The public sector procurement space is large, complex, and competitive. Take the time to research the specific government agencies that best align with what your company offers. What are their unique needs? When do they make purchases, and what criteria do they use to evaluate potential suppliers? Study their procurement cycles, examine some of their past awarded contracts, and familiarize yourself with their upcoming projects. By gaining insights into their purchasing behaviors, you can tailor your approach to meet their exact requirements.
Useful tip: Don’t overlook smaller contracts or agencies. While federal contracts get a lot of attention, local governments also have significant procurement budgets and may present less competition.
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