Harvesting American Technology
Direct Sales
Although the processes may appear complicated, government purchasing decisions are made by dedicated employees driven by the same motivators as in private industry. Purchasers are more comfortable dealing with suppliers they know and trust. The problem for new suppliers is to identify the government decision makers most likely to need their products or services and then develop win-win relationships, This is where we can help. Once we understand what you are selling we can identify the agencies and individuals that are your highest potential customers. We can then arrange meetings that let you understand their needs and let you inform them how you can fulfill those needs.
It is important to understand the rules that government contracting officers operate under. If you are properly registered as a government contractor and listed on a GSA Schedule it is easy for a contracting officer to do business with your company. Government contracting rules provide preferences for small businesses. If you fit one of the preference catagories and the contracting officer is familiar with your company in many cases they are allowed to purchase directly from you without going through a bidding process. Even if they have to solicit bids the RFP can be written based on your specifications.
GOVERNMENT CARDHOLDERS
An often overlooked method of selling to government agencies is directly to government card holders. Over 700,000 government employees have credit card buying authority and are authorized to make purchases up to $2,500 from a single source.