From the course: Selling Into Industries: Government
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Who governments buy from and when
From the course: Selling Into Industries: Government
Who governments buy from and when
- There is no single procurement authority, set of rules, or processes that issues contracts and buys for government agencies. Each agency and department within the agency, manage procurement in their own way, and they buy from varying contractors. However, there are common themes. Government agencies buy from any business that's compliant, registered and offers a product or service that meets the needs of the government. This includes small, mid-size and large businesses, even startups. The government also buys from prime contractors, which are those that hold a government vetted contract directly. And also from subcontractors, which are those sellers that do business with another company that holds the direct contract with the government. Make note, many variables impact the government's decision to buy, so create a strong value proposition to increase your chances. Even better, be a sole source. The public sector, just like many in the private sector, like to buy from companies…
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