This is a subscriber-only article. Join Entrepreneur+ today for access

Learn More

Already have an account?

Sign in
Entrepreneur Plus - Short White
For Subscribers

Uncle Sam Wants Your Business Government agencies are prime groups to do business with when the budget year nears its end.

With nearly $450 billion in federal discretionary funds available to them every year, government agencies are prime groups to do business with when the end of their fiscal year rolls around. Any unused funds they have at this time aren't rolled over into the next year but instead go back to the Treasury, giving agencies an incentive to spend their loose change. "That's when the government market is attractive for just about anybody," says Mark Amtower, founding partner of consulting firm Amtower & Co. Here are some easy ways to get a piece of the spending pie for your startup.

  1. Promote your services directly to the government. Government agencies buy just about every business service or product. They do this by making micropurchases (any purchase less than $3,000) through the SmartPay program, which is essentially a credit card with a government logo. If your business takes MasterCard or Visa, you can take SmartPay. Download the logo from gsa.gov and display it on your website, marketing materials or anywhere else your credit card logos are shown. "This shows you are government-friendly," Amtower says.
  2. Time your communications. The federal fiscal year runs from Oct. 1 to Sept. 30, and Amtower says you should begin promoting your business to agencies 90 days before the end of the fiscal year. During this period, make phone calls to potential government clients, or send out brochures and e-mails.
  3. Make yourself stand out. Amtower says it's important for startups to "figure out what their differentiators are and clearly enunciate them." Go the extra mile and offer delivery to local clients or establish a guaranteed response time to inquiries. Avoid offering free gratuities, however; while these are common in the B2B world, government agencies aren't allowed to accept them.

Editor's Pick

Related Topics

Side Hustle

Anyone Can Start a Passive Income Side Hustle For Easy Money — But Only If You Know These 5 Essential Tips First.

The rise of digital automation technology has made starting a passive income side hustle easier and more accessible than ever before.

Marketing

Don't Just Babble on LinkedIn — You Need to Carve Out Your Own Niche. Here's Why.

To ultimately unlock the full potential of your LinkedIn experience, you need to establish yourself as a thought leader in a specific niche. This is why (and how).

Side Hustle

He Launched His Creative Side Hustle Out of a Garage. Now It's Worth $225 Million.

Tom Humble, CXO and founder of E.C.D. Automotive Design, followed his passion for custom auto design into big business.

Starting a Business

7 Lessons I Learned From Selling a 6-Figure Blogging Business

Here are a few critical lessons from my experience building and selling a successful blogging business.

Living

How to Start a 'Million Dollar' Morning Routine

Restructure your morning with a few simple steps that may help to amplify your energy.

Growing a Business

How an Executive Coach Can Help You Set Better Goals — And Transform Your Business

Ways to enhance your competitive advantage — and psychological wellbeing — with the assistance of a seasoned, results-focused professional.