Selling to government is unlike any commercial sales process. The rules are different, the incentives are different, and the timeline is different.
The Procurement Ecosystem
Federal buying isn't one thing—it's a complex ecosystem of players with different roles:
Program Offices: The end users. They define requirements and evaluate technical proposals. Build relationships here.
Contracting Officers: The only people authorized to commit government funds. They care about compliance and risk.
Small Business Offices: Advocates for small business participation. They can help you navigate agency procurement.
Acquisition Planning: Budgets are planned 18-24 months ahead. If you're not in the plan, you're fighting uphill.
How Decisions Are Made
Best Value vs. LPTA: Best value evaluations weigh technical quality against price. Lowest Price Technically Acceptable (LPTA) is a race to the bottom on price.
Evaluation Panels: Multiple evaluators score proposals against stated criteria. Consensus scores determine competitive range.
Past Performance: Government relies heavily on documented track record. New contractors face a chicken-and-egg problem.
Oral Presentations: Increasingly common, especially for services. Your team's ability to articulate your approach matters.
The Budget Cycle
Fiscal Year: October 1 to September 30. End of year spending creates opportunities—and chaos.
Continuing Resolutions: When Congress doesn't pass appropriations, agencies operate under restrictions. This affects new contract awards.
Year-End Push: Q4 (July-September) sees heavy contracting activity as agencies obligate remaining funds.
Building Relationships
Pre-RFP Engagement: The best time to influence requirements is before the RFP drops. Industry days, capability briefings, RFI responses.
Incumbent Advantage: Current contractors have relationships, past performance, and understanding of customer needs. Unseating them requires significant differentiation.
Long-Term Perspective: Federal relationships develop over years. Quick wins are rare. Invest for the long term.