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Government Sales: 5 Important Keys to Success




Do you know that in the B2G marketplace, most businesses fail to understand the importance of planning accordingly and constructing all of the necessary elements to win and become successful contractors? This happens all the time, they fail to plan and as the outcome, they plan to fail.


Companies don't spend enough time learning what it takes to start running, managing, and building bulletproof government practices. When you're selling to the public sector, navigating the sales process is a lot like finding your way through the wilderness. There are a lot of complex regulations and cultural contradictions, and it's the area where mistakes cannot be avoided and are sometimes unforgiving.

We've compiled a list of the five things any firm and business should know to become a successful contractor and how to increase their government sales.


1. Strengthen your government knowledge base



In improving the quality and efficiency of your government practices, you must continuously improve your knowledge base and invest in education. Typically, governments and public institutions publish and post their strategic planning documents that clearly state their aims, investment plans, and problems on their own and any government contractor's online platforms.


Take the time to find and study these materials so you can see where you could fit in and be of help depending on the strategy and requirements.


2. Understand your competitors and learn from them



Knowing who your rivals are and what they have to offer can significantly help you to improve and make adjustments in your B2G proposal in order to be more visible in the market with your products, services, and marketing. Moreover, understanding how the competitor works will allow you to set competitive rates and respond to competitor marketing and service offers with your unique initiatives.


Keep in mind that to be successful in the public sector, you must be familiar with and understand the procurement process, which is well-defined and frequently intricate. To help you with all of the processes, looking at how the competitors run and strategize their government can be utterly beneficial for you. Do your homework so you know what’s required of you upfront.


3. Network with Key Influencers & Decision-Makers



Don't feel intimidated to take the initiative to connect and network with the people inside the public sector and government institutions. Particularly with the key influences and decision-makers, the advantages of connecting as soon as possible with top decision-makers are valuable and can make a huge impact on your government sales. You gain significant time efficiency, increase your ability to be heard by authoritative buyers and have opportunities to sell higher-value solutions


Find out who you need to meet and build a relationship with by using networking platforms such as LinkedIn or GovEvents.



4. Have a solid government action plan and stick to it


Manage your Pipeline, uncover opportunities, and make smarter data-driven decisions. Understand the market and where to target your resources to build a detailed go-to-market plan.

Here are some essential elements to take into consideration when creating a government action plan.


⚈ Begin with conducting research: Assess the market and have a clear understanding of who buys your products in the public sector and within the Government Institutions, both from an agency/organizational and role perspective.

⚈ Know who your competitors are and where they are stationed inside the government.

⚈ Create a strategy and important points of view for each government agency and buying persona.

⚈ Gain access to the right contracting vehicles and start this process early

⚈ Develop a Government focused message, use cases, and collateral


By doing this assessment ahead of time, you will be able to improve the efficiency and effectiveness of your targeting and outreach efforts.



5. Team up with an existing government contractor


Working together with an established government contractor as a partner is frequently the simplest and most efficient approach to getting into the public sector and increasing your government sales.

To capture business opportunities effectively, most firms and businesses are encouraged (and in some cases required) to collaborate with a government contractor to gain some competitive advantages. Find out which government contractor can help you.



Here are valuable advantages you will gain from working with a government contractor:

1. They help you understand the market and identify the opportunities with our actionable intelligence and strategic roadmap. A government contractor such as Premium B2G helps your business identify the most productive use of your Business Development resources through Market Analysis and organization-specific Account Plans.


2. Capture and develop opportunities with significant processes that include customer engagement, intelligence gathering, win strategy development, competitive analysis, teaming, and solution development. With Premium B2G, we will provide a Capture Manager or an entire capture team to help your business with the business development.


To gain more knowledge and direct assistance concerning launching your government market journey and building significant growth contact us at associate@premiumconcept.be, we are here to help with your government strategy and business development and needs.