This is a subscriber-only article.

Save 33% on Entrepreneur+ during our Memorial Day Sale

Use code SAVE33 at checkout.

Subscribe Now

Already have an account?

Sign in
Entrepreneur Plus - Short White
For Subscribers

Civil Service Position your company to get government contracts.

By April Y. Pennington

Opinions expressed by Entrepreneur contributors are their own.

As the circulation director for Government Computer News,Mark Amtower noticed that no one had looked at marketing to thegovernment as a "separate, distinct discipline." So in1985, he started consulting firm Amtower &Co. to help companies shape their marketing messages forgovernment buyers. Amtower is also a speaker, a radio show host andauthor of Government Marketing Best Practices.

Entrepreneur: Are a lot of entrepreneursintimidated by doing business with the government?

Mark Amtower: Yes. When you're looking at the federalgovernment, you're looking at the largest buying entity in thehistory of the world. That's frightening until you figure outwhat it's really about: niches. All you have to determine iswhere your product or service plays in that game. The governmentconsumes every legitimate business product and service imaginable,including services as mundane as plumbing, yardwork and automotiverepair.

The rest of this article is locked.

Join Entrepreneur+ today for access.

Subscribe Now

Already have an account? Sign In