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

Amtower, Mark

Hardcover

ISBN 10: 047088133X ISBN 13: 9780470881330

Publisher: Wiley, 2010

Synopsis

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.

About this title

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.

From the Back Cover

United States government business―from federal and state to local institutions―is the largest market in the world. Regardless of economic trend or national and international conditions, it’s a market everyone wants to get into. But in the convoluted and complex U.S. government market, it can be tough to get an “in”―and there are few shortcuts a business can take.

Over the past twenty-seven years, Mark Amtower has advised hundreds of companies, from Apple, Dell, and Northrop Grumman to smaller firms of every genre, on all aspects of marketing and selling to the government. Now Selling to the Government presents a big-picture view that outlines the many avenues businesses can take to reach out and sell to this elusive market.

Amtower shows you how to find information on the niches in U.S. government business that are ready for your product or service, while helping you analyze and use the marketing, advertising, and public relations tools you already have. Then he connects you with the right resources to further develop your knowledge in this market, including:

• Free and low-cost research venues that help you determine the right path for your company
• Trade publications that give you the latest developments for your niche
• Government associations and Web sites that give you further information, connections, and insight into at-the-minute developments
• Online tools to determine the right schedule to follow in submitting your company for a bid

Selling to the Government offers the lowdown on the basics every company must master to tap into government markets. With fascinating stories of companies who have successfully developed their marketing strategies, incisive statistics, and helpful advice, this is the essential primer you need to break into and maintain your customer base in this profitable area.

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.

From the Inside Flap

Tap into one of the largest and most elusivemarkets in the world—the U.S. government

United States government business—from federal and state to local institutions—is the largest market in the world. Regardless of economic trend or national and international conditions, it's a market everyone wants to get into. But in the convoluted and complex U.S. government market, it can be tough to get an "in"—and there are few shortcuts a business can take.

Over the past twenty-seven years, Mark Amtower has advised hundreds of companies, from Apple, Dell, and Northrop Grumman to smaller firms of every genre, on all aspects of marketing and selling to the government. Now Selling to the Government presents a big-picture view that outlines the many avenues businesses can take to reach out and sell to this elusive market.

Amtower shows you how to find information on the niches in U.S. government business that are ready for your product or service, while helping you analyze and use the marketing, advertising, and public relations tools you already have. Then he connects you with the right resources to further develop your knowledge in this market, including:

• Free and low-cost research venues that help you determine the right path for your company
• Trade publications that give you the latestdevelopments for your niche
• Government associations and Web sites that give you further information, connections, and insight into at-the-minute developments
• Online tools to determine the right schedule to follow in submitting your company for a bid

Selling to the Government offers the lowdown on the basics every company must master to tap into government markets. With fascinating stories of companies who have successfully developed their marketing strategies, incisive statistics, and helpful advice, this is the essential primer you need to break into and maintain your customer base in this profitable area.

Edition details

• Publisher: Wiley
• Publication date: 2010
• Language: English
• ISBN 10: 047088133X
• ISBN 13: 9780470881330
• Binding: Hardcover
• Edition number: 1
• Number of pages: 256