Just as you have to market your business to possible clients in the private sector, you need to market yourself to potential government buyers as well. The key steps are determining which government agencies buy the products or services you sell, learning the contracting procedures of those agencies, and developing a focused marketing strategy targeting those agencies.

Here are some tips for marketing to the Federal Government:

• Familiarize yourself with the agency. Get to know the people who will actually use your products or services, as well as the procurement officers who are responsible for approving contracts.
• Focus on opportunities in your niche and prioritize your efforts in pursuing them.
• Make appointments and attend contracting sessions.
• Network as frequently and broadly as you can. The more you know about each agency and each opportunity, the better your chances of winning contracts. Participate in procurement-related conferences, activities and matchmaking events. SBA’s district offices sponsor events and participate in a wide variety of procurement events. Find the SBA district office nearest you.
• Most Federal agencies have an Office of Small and Disadvantaged Business Utilization (OSDBU), which promotes small business prime and subcontracting opportunities. The small business specialists in these offices are important marketing contacts. The OSDBU can assist you in navigating through the agency to identify the end-user of your product or service.
• Be persistent, consistent and professional. Follow through on every commitment you make.