Even when most federal, state, and local government jobs are tightening their budgets, there is still a lot of security-related business out there to obtain. Below, you will find 3 tips to gain more business in the government security market, which is a much different breed than the commercial market.
- GSA (General Services Administration) Schedule. You can greatly increase government sales opportunities by getting on the GSA schedule. This will allow you to save time and minimize the amount of competition you might face otherwise. Being on the GSA schedule shows that you are truly serious about handling government projects. Integrators should also sign up with a bidding service, such as governmentbid.com or Reed Construction Data.
- What Government Customers Want. To put it simply, government customers are looking for one thing: a complete turnkey solution. Understanding and helping these customers meet compliance requirements is a big element that will help you win their business. Government security systems and device requirements often extend beyond commercial and IT-based solutions.
- Challenges Working with the Government. Because compliance is so important, it is imperative that you maintain complete and 100% accurate records of everything. It is recommended to work closely with your manufacturer, as they know how to implement and market their product for government solutions. They can also make sure you are within compliance, using their solution. The government will also assume everything is covered in the bid, but the biggest problem here is the word “assume”. It is imperative to make sure everyone is on the same page, so that there will not be any surprises down the road. Another thing to keep in mind is the larger the scope of a government project, the longer time it will take to get approved.
Although we keep hearing about government budgets getting tighter and tighter, security threats are still high, thus reinforcing the need for security solutions. If you are willing to commit the time and effort, the payoff can provide a serious revenue increase.