Selling to the federal government requires identifying target markets, agencies, departments, military branches, etc. and building a roadmap for success. Research should begin with the customer agency's web site to gather the following information:
- Organizational information
- History and mission
- Structure and organizational chart
- Strategic plans, descriptive information on growth areas and budgets
- Products/services purchased (list of primary products/services)
- Personnel with titles and telephone numbers
- Procurement information, such as:
- Contracting officer/contacting specialist contact information
- How to do business information
- Acquisition plans
- Active contract lists
- Contract awards
- Procurement forecasts
- Where to find public bids
- Freedom of information request contacts
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