The United States Government is unparalleled in its purchasing power. As the world’s largest consumer of good and services, the federal government awarded contracts totaling over $536 billion in FY 2011.
When evaluating the federal marketplace, a company should consider the two primary market segments: defense entities and non-defense or civilian agencies.
In FY 2011, civilian agencies combined spent approximately $161 billion on products and services, with the largest purchasers being the Departments of Energy, Health and Human Services, Veterans Affairs, Homeland Security and the General Services Administration.
Civilian agencies are ready to do business, on a competitive basis, with competent firms that can supply quality products and services on time and at a reasonable price.
However, companies should not market to every civilian entity simultaneously, but rather take a targeted approach and focus efforts on two or three entities by first determining the most viable agency for government sales, and then developing a marketing plan to focus sales efforts.
Offices of Small and Disadvantaged Business Utilization (OSDBU) exist at each civilian agency to assist small businesses in their contracting efforts. For a listing of OSDBUs, please see the Resources page on this website.
For assistance entering the federal civilian marketplace, please contact the PTAC at SAP&DC at firstname.lastname@example.org.