Book description
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.
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.
