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

"This is the perfect book to understand how to do business with the government. Mark makes what seems so obvious to federal employees understandable to those who want and need to do business in the federal market space. I would recommend those already doing business with the federal government read this book as well. Mark provides tremendous insight into the federal market.” —Karen Evans Partner, National Director for the U.S. Cyber Challenge, and former administrator, E Government and Information Technology, Executive Office of the President, Office of Management and Budget

Selling to any market is all about relationships - and that basic point holds true when selling to one of the largest and most elusive markets in the world - the U.S. government. Though this principle is true, there are many differentiating factors and nuances of selling to the government that many companies can see as roadblocks on their way to penetrating this key market.

Government market master, Mark Amtower’s book Selling to the Government: What it Takes to Compete and Win in the World’s Largest Market  with a foreword by Phillip J. Bond, president of TechAmerica, presents a big-picture view that outlines the many avenues businesses can take to reach out and sell to this elusive market. The book guides enthusiastic companies and sales representatives that are hoping to delve into the B2G market with valuable resources and alerts them to the many hurdles they will encounter along the way. 

A few of the most common hurdles in the government market are the “government-speak” terms that most companies have not come across before entering this sector and identifying who the key alliances are when approaching a government sales opportunity. To address these issues, Amtower takes the time to explain terms that are important in the government market and shares advice from his most trusted colleagues and mentors, which includes additional government market masters, in order to help companies navigate through the beginning stages of government sales success.

Amtower further connects readers with the right resources to further develop their knowledge in this market with insights such as:

• Finding information on the niches in U.S. government business that can benefit from a company’s product or service
• Analyzing and using the marketing, advertising, and public relations tools companies already have
• Free and low-cost research venues that help determine the right path for a company
• Trade publications that give companies the latest developments for their niche
• Government associations and Web sites that give further information, connections, and insight into at-the-minute developments
• Online tools to determine the right schedule to follow in submitting a company for a bid

Amtower’s advice is a guide for the novice, with step-by-step tips and explanations of the basics of entering the B2G market and is also a refresher for the professional that includes new insights such as Web 2.0 tools that the experienced seller may not have tapped into yet.

In addition, since the B2G environment is an evolving one, the information in the book will be continually referenced and kept current. The book’s current and updated information can be accessed at www.GovernmentMarketMaster.com.