Federal agencies award multi-year government contracts that eventually expire. When they do, the agency re-solicits the work, and vendors who knew the expiration date 12 months out have already introduced themselves, shaped requirements through Sources Sought responses, and built a track record with the contracting officer. Vendors who found out when the RFP appeared on…
Finding government tenders is not the hard part. Federal, state, and local agencies publish thousands of bid opportunities every week. The real challenge is finding the ones that match what you sell, qualifying them before the deadline passes, and not spending days reviewing scopes of work that never fit. A government tender is a formal…
HOW TO SELL TO GOVERNMENT AGENCIES: 7-STEP OVERVIEW Selling to government agencies means winning contracts with federal, state, or local government entities. Unlike private-sector sales, government procurement follows strict rules, defined timelines, and formal approval processes. Price alone rarely wins deals. Relationships, compliance, and timing matter just as much. This guide covers how to sell…
Most vendors discover a government opportunity the moment the RFP appears on SAM.gov. By that point, requirements have been shaped, an incumbent may have spent six months with the contracting officer, and the evaluation criteria may already favor a specific capability profile. Vendors who win government procurement consistently do not simply respond to solicitations. They…
Government contracts average 3 to 7 years in duration and almost never churn voluntarily. Once you are embedded in a federal agency, you are there until the recompete, and incumbents win recompetes at far higher rates than challengers. That is the upside. The downside is that most B2B sales teams enter public sector sales with…
