From the course: Selling Into Industries: Government
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Misconceptions about government contracting
From the course: Selling Into Industries: Government
Misconceptions about government contracting
- Selling into government has a lot of misconceptions. And these tend to keep great companies with great products out of the largest market in the world. On the flip side, some think the government market brings quick sales and fast riches. Let's dispel the myths. Misconception number one, the sheer size of the market guarantees quick sales wins. It is true the government market has tremendous opportunity, but patience is key. It's long lasting solutions that win government contracts. Think in terms of a longer sales cycle, and research and budget cycles, relationship building, and preparation are key. For example, the federal government operates on a fiscal year ending in September with buying season falling between July and September. That is not to say that the federal government doesn't buy out of this time period. It just means the majority of buying occurs at the end or the beginning of the buying season. However, government agencies are strongly encouraged to make use of…
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