The idea of selling to the government might be something you’ve thought about from time to time. Or, maybe you have decided you want to tackle the government market but still feel overwhelmed, and maybe even a little doubtful, about the prospect. That would be understandable, considering the size of the marketplace.
There are hundreds of agencies, departments, and bureaus within the federal government alone, and it can be surprising to learn which ones buy what you sell.
The first step in deciding whether to sell to the government is research. Business-to-government (B2G) market research can shed light on some of your questions, including:
- Does the government buy what we sell?
- Which governments should we target (federal, state, local)?
- Should we include school districts, colleges, and universities in our plans?
One of our previous blogs mentioned that government contracting officers work in a fishbowl: it is transparent. This type of transparency provides many tools to use in performing B2G market research. When the JetCo Solutions’ team does research, we utilize these tools to learn which government agencies to target. We learn which contracting officers work with the agencies on these procurements.
Our team runs data for multiple years and learns about the competition. Which are the top vendors? Are there any new or emerging companies? Additionally, we run bid searches to learn about any current or recent procurement activity. We determine the appropriate procurement codes and commodity/service categories to target.
B2G market research can take you in many different directions. Putting in the effort on the front end can be the key to making the right decision about whether or not to sell to the government and can lead to success if the decision is to pursue the government as a customer. B2G sales can be time-consuming and difficult to accomplish with limited resources. That’s where we step in.
If you’re considering selling to the government or need B2G market research to determine if it’s the right step for you, contact our team.