You can't be successful selling in or to a "market" you don't understand!
Ultimately, you need enough information to identify your target market, define the fit of your products and services, outline your pricing strategy, describe how your products will be distributed, develop a promotion strategy, review your competition, and prepare a marketing budget.

Market Research

Understand your target market.

Understand the rules — The government uses standardized rules to buy products and services. These rules are outlined in the Federal Acquisition Regulation (FAR) and agency specific supplemental regulations (e.g. DoD’s DFARS).

Understand how the agency buys — The primary contracting methods used by the government are simplified acquisition procedures, contract by negotiation, and consolidated purchasing programs (GSA schedules, Government Wide Acquisition Contracts and other multiple award vehicles).

Understand the sales cycle — Once an RFP is issued it can take several months or a year (or more for very large procurements) before an award is made.

Understand the post-award cycle — Most government services contracts include an initial period of performance of 12 months, with four 12-month option periods.  The government may exercise these option periods based upon contractor performance, the availability of funds, and agency on-going needs.

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Market Assessment

It all begins with research!

A Market Assessment matches your capabilities to federal agency gaps and identifies the Addressable Market, competitive landscape, contracting vehicles, target agency customers, and possible contracting opportunities.

Due Dilligence Project

Don’t let an information gap stand in the way of sound investment decisions.

To get the full picture of an investment’s value, you need to understand federal contracts, politics, and customers and programs.

Go To Market Strategy

Be prepared when you enter the federal market!

BD Road Map

Winning federal contracts is hard. Jefferson can help.