Strategies of Federal Sales Marketing

Introduction: The federal government works to make federal sales as simple as possible. It maintains promotional activities in order to compete as well as to achieve fair deal for federal agencies by the use of FAR, Federal Acquisitions Regulations. Along with this, there are 137 independent executive agencies having over 430 departments under the federal government. 

Let’s see the federal sales marketing strategies –

  • The basic strategy is to understand the buyers-sellers’ market. Need to execute steps like website launching, blogs, testimonials, elevator pitch, emailing to clientele, demonstrations of products and services, analyzing competitors’ market, frequent appearance on social media through webinar, live chat with consumers etc.
  • Then need to create a channel partner which should include the Federal agencies, employees and all. This initiative means to get partnered with the right agency people who are eligible enough to resell your products and services. For instance, if your preferred agency wants to purchase through GSA Multiple Award Schedule, in that case your organization needs to be registered with the GSA Schedule as your channel partner. Some of the common vehicles are like – OASIS, SEAPORT-E, Schedule 70, HCaTS, SEWP, EAGLE II.
  • Start building your federal sales team and together with your team start to execute business plan as well. it is very essential in case of federal sales marketing strategies. While building up the federal sales team, make sure you are involving only those who are interested and have in depth knowledge about federal market, sales procurement and all these relevant things. The main criteria is that, the team people should know things like - Federal Cycles, Federal Processes, Federal Speak, Federal Customers, Federal Resellers.

Categories of federal sales are –

Prime Contract Awards –

  • Being a Prime Contractor, a small business first and foremost has to determine between agencies and departments who shall buy their products. This could be a challenging process as all federal agencies are having different set up, no two agencies are having similar set up.

Sub-Contracting Awards –

  • In the entire United States, Sub Contractors do Federal sales. It is one of the most widely missed marketplace here. Though it is a good opportunity for Sub Contractors, because the Large Prime Contractors need small businesses yet, in reality, all of these small businesses are only focused about their prime contracts.

Conclusion: These are in short the strategies of federal sales marketing, can be implemented.

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