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.

Entrepreneur: How can entrepreneurs find out aboutgovernment contracts?

Amtower: Something everybody can use is the ProcurementTechnical Assistance Program, [which has] 97 centers designed tohelp [entrepreneurs] understand the mechanics of coming into thegovernment--what kinds of contracts are available, what a GSAschedule is, how the government buys and to whom you should talk.[Find the nearest center at www.governmentexpress.com under"Resources."]

Entrepreneur: What are common mistakesentrepreneurs make when approaching the government?

Amtower: Usually, entrepreneurs identify the agency theywant to work with and find the [corresponding] Office of Small andDisadvantaged Business Utilization. The biggest complaint fromOSDBUs is that company owners come in and talk about what they do,how small they are, etc. They aren't asking about what theagency needs and how they can help. The other big problem isidentifying the wrong potential client. The best thing to do isresearch upfront.

Want to be an Entrepreneur Leadership Network contributor? Apply now to join.

Business News

Here Are the 10 Highest-Paying Jobs with the Lowest Risk of Being Replaced By AI: 'Safest Jobs Right Now'

A new report from career resources platform Resume Genius finds the top 10 AI-proof careers expected to see the most growth within the next decade.

Leadership

Why Waiting for Monthly Financial Reports Is Creating Blind Spots and Slowing Your Growth

Most CEOs can read a balance sheet. The difference comes when one can feel it.

Science & Technology

How I Went From Side Hustle to 7 Figures Using These 4 AI Tools (No Tech Skills Needed)

Scale faster, work less and grow a 7-figure business — no team needed.

Business News

Nvidia CEO Jensen Huang Is Now as Wealthy as Warren Buffett. Here's How.

Nvidia became the first-ever company to top a $4 trillion market capitalization this week.

Business Ideas

70 Small Business Ideas to Start in 2025

We put together a list of the best, most profitable small business ideas for entrepreneurs to pursue in 2025.