Essay - Selling to the Federal Government Introduction Marketing and Selling to...

Selling to the Federal Government

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Marketing and selling ***** the federal government requires a highly unique ***** customized set of processes, systems and contract management strategies compared to selling to private industry. The advantages ***** disadvantages of selling to the federal government and a recommendation ***** whether this is a sustainable and profitable strategy is d*****cussed.

Comparing the Advantages and Disadvantages of Government Contracting

***** advantages of selling to the federal government include the opportunity to expand into an entirely new market ********** generate incremental sales, gain the ***** to have multi-year contractual purchasing agreements with ***** government agencies, and gain valuable insights into how the government contract ***** process works. The disadvantages ***** selling to the federal ***** are first the reality that the government has often awarded contracts with little or no competitive bidding (Berrios, 2006). This makes ***** entire bidding process unethical and nearly impossible to win. Second, the government fav*****s cost-plus contracts which are also difficult to accurately predict at the time bids are due (Berrios, 2006). As a result m*****ny government contractors struggle to remain ***** over ***** life of their contracts. Third, the federal government requires ***** to create a Project Management Office (PMO) that acts as the coordination point of all activities. The PMO is a requirement in larger government contract*****g projects including the building of aerospace and defense vehicles and systems.

Recommendation

Despite the costs and challenges of ***** to the federal government, ***** annuity-oriented contract re*****als and the potential of becoming a prime contr*****ctor make the investment an attractive one. Many companies initially begin pilot programs that concentrate on selling a specific set ***** products or services that can be tail*****ed and customized to the governments' needs. By taking a pilot-based approach, a company can minimize risk but also gain insight into how to *****tter work with the federal government.

References

Ruben Berrios (*****). Government Contracts ***** Contractor Behavior. Journal of Business Ethics, 63(2), 119-130. Retrieved October 9, 2008, from ABI/INFORM Global database. (Document ID: