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

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

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

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

by Mark Amtower

Hardcover

$29.95 
  • SHIP THIS ITEM
    Qualifies for Free Shipping
    Choose Expedited Shipping at checkout for delivery by Thursday, April 4
  • PICK UP IN STORE
    Check Availability at Nearby Stores

Related collections and offers


Overview

Learn the crucial ins and outs of the world’s largest market

The U.S government market represents the largest single market—anywhere. Government contract tracking firm Onvia estimates that government business—federal, state, local, and education—represents better than 40 percent of the nation’s GDP. While anyone can play in this market, only those with the right preparation can win.

Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts.

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

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

Product Details

ISBN-13: 9780470881330
Publisher: Wiley
Publication date: 12/21/2010
Pages: 256
Product dimensions: 6.20(w) x 9.10(h) x 1.00(d)

About the Author

Mark Amtower is the founder and owner of Amtower & Company, one of the most established advisory firms in the B2G space. He is a frequent contributor to national business publications, having written over one hundred articles for BtoB, Catalog Age, Catalog Success, DMA Bottom Line, Direct Marketing News, Entrepreneur, Federal Computer Week, and numerous others, as well as having a monthly column at WashingtonTechnology.com, the online component of the most influential magazine for federal contractors. He has also been profiled in Federal Computer Week and Entrepreneur magazines. He was named to the Top 100 BtoB Marketers list by BtoB magazine in 2008.

Read an Excerpt

Click to read or download

Table of Contents

Foreword Phil Bond xi

Preface xiii

Acknowledgments xix

Chapter 1 What It Takes to Play: Tips and Caveats for Chief Executive Officers, Boards, and Others Looking for Shortcuts 1

Chapter 2 How the Government Buys 19

Chapter 3 Determining Where You Fit: Prime Contractor, Subcontractor, GSA Schedule, Open Market, or All of the Above 35

Chapter 4 Infrastructure Issues: What Your Company Needs to Succeed 53

Chapter 5 Aligning Marketing, Sales, and Business Development 71

Chapter 6 The Power of Relationships 91

Chapter 7 The Myth of the Level Playing Field: How Small Businesses Can Play 107

Chapter 8 Differentiation is the Key 123

Chapter 9 Execution 137

Chapter 10 Building Momentum 143

Chapter 11 The Missing Link: Web 2.0 Tools 153

Chapter 12 Final Thoughts on Staying on Top of the Game and Becoming a Government Market Master 165

Appendix 1 Glossary of Common Government Terms 169

Appendix 2 Resources 207

Appendix 3 Advice from Industry Experts 211

About the Author 226

Index 227

From the B&N Reads Blog

Customer Reviews