Each year, the federal government purchases more than half a trillion dollars of goods and services. However, over the last decade, that share of spending has shifted away from small businesses and towards large, federal contractors (you know the names – Lockheed Martin, Boeing, Raytheon, etc.). In fact, since 2010, we’ve seen an almost 40% drop in the number of small businesses selling into the US government. One contributing factor is the complex nature of the federal government procurement machine – which small businesses have trouble navigating effectively, especially when trying to sell an innovative product or service for which there is no existing precedent.
This white paper covers five best practices that all government vendors can follow to maximize profitability when selling into this unique market.
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Holden Advisors is a team of experts in pricing and sales performance.
We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
