Grow Your Public Sector Sales

The public sector is a challenging, complex and highly competitive market that rewards those who invest in strategic and proactive sales methods. Companies that continue to rely on limited or traditional sales methods are at risk of missing lucrative new contracts and falling behind their competition.

This guide will explain the basics of selling to the government, the different types of agencies you can target when engaging in public sector sales and strategies to help your business stand out and win more sales opportunities.

Succeed in Public Sector Sales

Discover five best practices that can help your business develop a winning public sector sales strategy.

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Selling to government agencies is a similar process to selling to private entities but with some important differences.

The public sector sales process begins when a government seeks goods and services through a specific process that ultimately produces a request for proposal or RFP or is bundled into a larger contract vehicle. This proposal must be responded to in order to compete for and win business.

For a company to succeed at selling to the government, they must develop a compelling proposal that explains why their solution is the best choice. The process of public sector sales focuses on taking an identified opportunity and building relationships, gathering information and combining internal and external resources to meet the government’s requirements – all while remaining in compliance with government regulations.

Best Practices To Deploy A Winning Sales Strategy

Whether your new to selling to the government or a long time contractor, use these strategies to improve your sales process and effectiveness.

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Selling to the government in the U.S. can look very different depending on the level of government you are targeting. Whether it is federal government, or a state or local government, businesses will need to take a specific, tailored approach in order to give themselves the best chance to win government contracts that can boost their public sector sales revenue.

Selling to the U.S. Federal Government

The U.S. federal government is divided into 15 different executive departments, along with hundreds of federal agencies and commissions, all of which have needs for products and services. These federal government entities support various government initiatives or improvements for such things as building critical infrastructure, developing cybersecurity and providing valuable health and welfare services.

The keys to succeed in this area of public sector sales are finding federal government contracts that fit your business, identifying your target market and searching for government contracts that map to your industry and core competencies – all of which give you the best chance to increase your federal government public sector sales.

Free Guide: Federal Contracting 101

Grow your public sector sales with the federal government by mastering the basics of selling to federal agencies in the U.S.

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Selling to State Governments

State, local and education governments (sometimes referred to as SLED in government contracting) are smaller individually than federal governments, but they can offer huge amounts of public sector sales opportunity as well. State governments in particular release large contract opportunities that government contractors can count on to make up a large chunk of their government sales revenue.

Forward-looking companies that focus on mastering the ins-and outs of doing business with state governments, take the time to build winning relationships and scale their approach as they grow, will put themselves in a better position to submit winning proposals on the state government contracts that best fit their core competencies.

Selling to Local Governments

There is a huge variety of government entities that fall under the umbrella of local government. Businesses can find opportunities from counties, cities, towns and other municipalities; education agencies at the K-12 level often seek products and services from private companies; and smaller or special districts such as utility districts can be potential sources of public sector sales revenue.

Some businesses can find it overwhelming to fully grasp the opportunities that are available when selling to local governments. Investing in a platform of market intelligence can help save time and make it easier to identify best-fit government contracts, creating more resources for a business to put together a winning proposal.

Free Guide: State and Local Contracting 101

The SLED contracting market is full of opportunity. Discover how your business can succeed in selling to SLED government agencies across the country.

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Many businesses that are new at selling to the government might not be aware of the opportunity to win Canadian government contracts. The market in Canada is one that is worthwhile but not without challenges, as U.S.-based businesses have often been challenged to maximize growth when serving Canada’s public sector market – largely due to the fragmented nature of public sector spending across federal, provincial and municipal levels of government.

By understanding the unique landscape that is Canada public sector sales and identifying which agencies are purchasing the products and services that your business offers, you can get a leg up in this increasingly valuable market and give your firm the best chance to win government contracts in Canada.

Free Guide: Canadian Contracting 101

Discover how your business can get started and expand its public sector sales to federal, provincial, territorial and municipal agencies across Canada.

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Succeeding at selling to the government is not an easy task, but the rewards can be hugely valuable. Businesses that master these steps can diversify their sources of income when they develop a winning public sector sales strategy.

Tools like GovWin IQ can help by providing government contractors with the initial contract requirements, historical information, funding data and potential competitors — all of which is critical intelligence as a business assesses the viability of a public sector sales opportunity. GovWin IQ subscribers also gain access to early-stage opportunities, deep planning intelligence, potential teaming partnerships and strategic insight to get ahead of the competition.

Grow Your Public Sector Sales with GovWin IQ

Learn how the leading market intelligence platform can help you find and win more government contracts.

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