What you need to know to sell to the largest client in the world. The US government buys more products and services than any company, and their spending continues to grow. CEO Mark Hogan lays out the essential components of a successful federal sales team and strategy.

1. Government Sales Fundamentals
What you need to know to sell to the largest client in the world

2. Why the Government Market
• Size and buying power
• Budget increases (historically) average 5-10%/yr
• Flat or very slight decline over the next 5 years
• Cost of Sales: Government vs. Commercial
• Average transaction size larger
• Once entrenched, on-going revenue stream
GSS
The Government Sales Experts™
www.govtsales.us 2

3. Structure of Government Sales
Team
• Tactical Sales
• Focus on deals closing <9 months
• Manage procurement paperwork
• Partner Management
• Cultivate System Integrator relationships
• Business Development
• Insinuate solution in large programs
• Nice to haves
• Inside sales
• Research
GSS
The Government Sales Experts™
www.govtsales.us 3

4. How do you sell to the Government?
• Access to the actual government decision makers
• C’s and P’s
• Manage the technical evaluation
• Minimize evaluation criteria
• Set time limit
• Identify the SI partner and involve early
• How do they benefit
• Plan for sole source
• Sole Source justification, market survey
GSS
The Government Sales Experts™
www.govtsales.us 4

5. Government Reseller
Ecosystem
• Reseller/VAR’s
• Large System Integrators
• Disadvantaged resellers/integrators
• “YAGS”
• Consultants
GSS
The Government Sales Experts™
www.govtsales.us 5

6. Government Contract Vehicles
• GWAC’s
• SI Prime contracts
• Reverse auctions
• Open market buys
GSS
The Government Sales Experts™
www.govtsales.us 6

7. Challenges
• Staffing Requirements
• Number of initial employees hirer
• US Citizens
• Security Clearances
• FOCI (Foreign Ownership Control or Influence)
• Separate Board
• BAA/TAA (Buy American Act / Trade Agreement Act)
• More important in DoD and IC business, but sometimes still
a factor
GSS
The Government Sales Experts™
www.govtsales.us 7

8. Why Outsource
• Sales force multiplier
• Representation by “A” players
• Depth of relationships
• Address all aspects of government
sales: Research, BD, Partner
Management, Sales
• Significant cost savings
GSS
The Government Sales Experts™
www.govtsales.us 8

9. Government Sales Specialists
• Largest and most established outsourcing
firm
• Nationwide presence
• Accelerate new activities, or increase
productivity of existing sales teams
• Coverage across government
• Trusted Advisor to the government
GSS
The Government Sales Experts™
www.govtsales.us 9

10. Contact Info:
Mark Hogan
mhogan@govspc.com