Ep. 143 Selling to the feds (Bonus episode) Breaking into the federal technology marketplace.

In connecting with some new listeners, I learned that some have never sold to the federal government and listened to the podcast to see how other companies manage to work with federal agencies in reaching agency goals.

Well, it seems time to pull back with a bonus episode on how to sell technology to the federal government. To accomplish this task, I looked for a person with twenty years of experience in public sector marketing. The logical choice was Brian Chidester. He has worked for many companies in the past two decades and, as a bonus, has a podcast as well. His podcast is called The Government Huddle  https://podcasts.apple.com/us/podcast/the-government-huddle-with-brian-chidester/id1506796636

In a far-ranging discussion, Brian overviews topics like regulations, contract vehicles, and partnerships.

COMMERCIAL VS. FEDERAL

The interview begins by listing how selling to a commercial organization differs from a federal agency. For example, you may not realize that a contracting officer for an agency may be prohibited from discussing the purchase with the end users.

For-profit companies may have some compliance requirements, but none come close to the layer and layer of regulations on a federal site. The federal site cannot just respond to the needs of one segment, like shoe buyers. They serve the public and, as such, must provide access for all citizens equally.

CONTRACT VEHICLES

The federal government is allocated funds in a completely different manner than a commercial organization. For example, an agency like NASA may have Solutions for Enterprise-Wide Procurement (SEWP). It provides information on products available to contractors.

PARTNERSHIPS

During the discussion, Brian details what can happen. The federal government may have allocated money for a project and mandated a certain amount for small businesses. Your company may be a perfect fit, but you do not qualify to bid on the contract.

It is perfectly feasible to partner with companies like Carahsoft or The Immix Group on a proposed solution. You may have the technical talent, and a company like Carahsoft understands the complex compliance process. It is a win-win proposition.

Brian Chidester ends the interview on a high note. He reinforces the idea that the federal government is actively seeking talent that will solve their problems.

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