Government Contracting: Do You Know How Your Customers Buy What You’re Selling?

Written on January 13, 2020

Federal business success isn’t just about having the best, or most competitive solution. It is often just as important to know how your customer buys what you would like to sell. The new solution your company just came out with? Make sure you know how federal customers want to buy services if you want to truly dominate your market segment. This is becoming more and more important as the Office of Management and Budget (OMB) directs agencies to increasingly buy from Best-in-Class (BIC), or other established contracts. The federal business door may not be completely closed to you if your technology isn’t on one of those contracts, but it’s not exactly wide open, either. Selling cloud services? DOD is moving to increasingly use the JEDI and DISA DEOS contracts. Laptops and desktops? The preferred contracts for those are NASA SEWP, the GSA Schedule and NIH’s CIOSP III.  There are even preferred contracts for furniture, pharmaceuticals, and office equipment. Market research is important to determine how federal agencies buy your services before you make a list of the top 10 federal agency targets you would like to call on. This can be difficult for a newer market entry to understand but proceeding without proper research is like taking a “Ready, Fire, Aim” approach. You will waste your time and those of potential clients, leading to frustration on both sides. Make sure your firm does its homework on what motivates the organization to purchase a service. If your technology is truly great, the “what” will take care of itself.

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