• Jack Siney

You Have It All Wrong

I’m going to share some insight straight from a GovSpend meeting. Yesterday, a bunch of us were sitting on a video conference call and talking about the biggest question we have around government sales. Why aren’t more companies selling to the government?

What keeps them from reaching out to the largest prospect in the world?

The conclusion we came to is super simple: most companies have it all wrong.

The truth is, there are dozens of stereotypes about doing business with the government. As with most stereotypes, most of them are totally false. We hear entrepreneurs say, “I don’t have 6–9 months to wait for a deal,” or “I have to go through this RFP process,” or “I have to register with the agency because only certain companies will win that business.” In reality, none of that is true.

While some government deals do take 6–9 months to complete the RFP process, 80% of government business never goes out to bid — that means only a tiny sliver of deals take that long to close, and those are the big ones, too. Would you be willing to wait for 6–9 months if you knew the contract was for $100,000? $200,000? That’s what you’ll see with most of the opportunities that require that lengthy process. But it’s not the only way you win a government contract.

And, while government buyers tend to be “risk-averse” and will often turn to familiar businesses when making a purchase, there are specific marketing techniques that you can use to remove the risk from working for a new company, like yours.

The inequity in this whole process is, once you know the game, there could be huge contracts waiting out there for you. Believe it or not, there are folks out there making a ton of money winning government sales. That’s why I encourage you, from the bottom of my heart, to learn this market. The money, the revenue, and the income can be enormous.

If you need help getting started, that’s what I’m here for. Check out GovSpend to learn what we can do to help make it easier than ever to grow in the government market.

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