The business to government market represents a multi-trillion dollar market. As you search for new markets to expand into, delve into the biggest consumer group of them all. B2G markets can be highly lucrative and relatively secure compared to private enterprise. But you must understand the different rules that B2G exchanges operate by.

Unlike operating in the private market, where the profit/loss statement couple to the lowest bid sets the standard for winning and losing contracts, B2G companies must comply with a bewildering array of policies and regulations set by the governments to ensure; for example, that the total mix of B2G vendors awarded contracts include an accurate representation of minority-owned businesses, or that your company can meet or exceed stringent safety standards or fair trade practices. To help you navigate through this complex system, with its requisite red tape, get a jump on the learning curve with some training specifically for business to government.

1. Get grounded in the fundamentals of B2G marketplaces.

2. Go with a business to government commerce association offering a comprehensive instruction program.

3. Learn the differences among non-federal agencies to expand your market horizons even further.

Action Steps
The best contacts and resources to help you get it done

Go for basic training in B2G commerce

Master the essentials to find your way through the RFP process and gain entrance to business to government marketplaces. You can either go through an intense basic training session, or have agencies bring seminars to you.

I recommend: Centre Consulting, in conjunction with the Federal Contracting Institute offers a Certified Schedules Contract Managers certification program, covering all the basics from GSA “boot camp” to electives on contract law or performance-based service contracts (like those used by the Department of Defense). The National Contract Management Association (NCMA) conducts seminars on contract negotiation, cost estimating, and soliciting bids and proposals that count as much as seven continuing education credit hours. NCMA can take these national education seminars on the road and bring the training to you if your budget won’t allow for travel.

Contract with B2G companies that provide one-stop shopping for comprehensive training

Don't waste time hopping from agency to vendor and cobbling together a training program. Contact an association that can take you all the way through the learning curve to keep your course materials consistent and certification process streamlined.

I recommend: The National Association of Educational Procurement (NAEP) holds a series of academies, based on number of years experience in procurement from basic training for those just starting out to more advanced senior professional training for those with over eight years’ experience. Visit the Institute for Supply Management (ISM) for its Certified Professional in Supply Management (CPSM) program. They offer a Certified Purchasing Manager certificate for first-time professionals and Accredited Purchasing Practitioner for those eligible for recertification.

Think local when learning about business to government exchanges

While federal government entities provide the most obvious business to government target, don't overlook education on the rest of the market, from state through county to local levels, and even certain regional agencies.

I recommend: Check out the National Association of State Purchasing Officials (NASPO) expo on how to market to state governments. They represent each of the 50 states, the District of Columbia and US territories. Established in 1944, National Institute of Governmental Purchasing (NIGP) has 75 local chapters. Look for the one nearest you for classes on contract administration, planning and scheduling, or Universal Public Purchasing Certification.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Don't overlook the B2G global market. Procure contracts with agencies that handle affairs overseas as a first step in working directly with international agencies or even foreign governments; check equivalent sites similar to those listed above for countries you wish to enter.

The B2G market is $5.5 trillion annually. B2G marketplaces welcome small businesses. B2G companies are required to use small businesses, women-owned businesses, minority-owned businesses and veteran-owned businesses. Every state has an office of procurement that lists government jobs. You can find a list of federal business opportunities on the U.S. Office of Procurement website; registration is necessary.

Small businesses can pursue contracts as subcontractors to B2G companies. Many contracts from the U.S. government are found in defense, IT, airports and security. Businesses must achieve vendor status with the government before bidding on jobs. If you want to get work in B2G commerce, consider the following.

1. The Office of Procurement is the department that approves companies as B2G vendors. Businesses have to apply for vendor status before bidding on contracts.

2. Get information on opportunities. There are separate companies and software that help you mine the data for government procurement.

3. There are many forms to be filled out and specific procedures to follow in order to be accepted as a vendor with the government.ollow in order to be accepted as a vendor with the government.

Action Steps
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Get acquainted with the requirements for becoming a vendor in B2G marketplaces

Business to government work can be lucrative. If you've never worked with the government before, you need to get acquainted with the forms, jargon and rules for becoming a vendor.endor.

I recommend: The Office of Procurement is a first step in developing a business to govt. relationship.There are services that can help you find your way through the process of becoming a vendor. The B2G Institute provides instructors for training you and/or your employees for working with the government. It also offers a free workshop designed to give you an overview of B2G exchanges.a free workshop designed to give you an overview of B2G exchanges.

Get help from business to government companies with the experience to help you bid on contracts

The U.S. has so many jobs and contracts all over the country, it is a full-time job to stay informed. There are companies who specialize in ferreting out opportunities and giving you the information you need to bid on jobs.s.

I recommend: Onvia is a service that provides companies with specific jobs that fit their niche, gives info on competing companies, and other support to get into the business to government market. GovernmentBids.com is designed to help small businesses by giving them information about government work broken down into categories and regions.ation about government work broken down into categories and regions.

Consider the B2G global market for opportunities

When the U.S. government works on projects with other countries, it still requires U.S. vendors. The B2G global marketplace is more intricate than dealing with U.S. contracts, involving trade agreements between countries, for instance.

I recommend: B2G Global, LLC. is a service that gives companies the research and ideas for getting a U.S. global contract. It specializes in working with all the legalities involved with a global contract. Lufex, Inc. provides U.S. and global procurement information and a host of other services.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  If you haven't done any B2G commerce work before, your state office of procurement could be helpful to you.

B2G or business to government is a $5.5 trillion market. Federal and state agencies have procurement offices that are required to work with minority-owned businesses, women-owned businesses, veterans-owned businesses and small businesses. Many opportunities exist for you if you are willing to learn how to navigate the complex array of agencies, rules and regulations in the B2G marketplace. Often, small businesses work as subcontractors for B2G companies because larger organizations have the resources to steer their way through the bidding process. You will want to familiarize yourself with some of the important acronyms if you are interested in doing business with government agencies.

Action Steps
The best contacts and resources to help you get it done

North American Industry Classification System

NAICS stands for North American Industry Classification System. It is used by government and private sector businesses to categorize and measure economic activity in the United States, Canada and Mexico. It is a six-digit code that designates the industry, business sector, sub sectors and specific industries. B2G enterprises use the NAICS to determine what industry a business fits into.

I recommend: The National Technical Information Service is the place to order the NAICS manual.

Federal Acquisition Regulation

The Federal Acquisition Regulation (FAR) is a set of rules and regulations issued by the U.S. government that are used for acquiring services and goods. These regulations spell out what government personnel must do when procuring for the government. B2G enterprises have to be very knowledgeable about these regulations.

I recommend: Lectric Law Library has a more detailed definition of FAR. The official website for FAR is Federal Acquisition Regulation.

Unique selling proposition

A unique selling proposition or USP is a marketing term that refers to a business's ability to differentiate itself from its competition by providing a distinct product or service. Usually expressed in a succinct and attention-getting manner, the sales person uses it to quickly connect with a potential customer. B2G enterprises need a USP in order to separate themselves from their competition.

I recommend: This term is further defined at The Blake Project.

Invitation for bid

An invitation to bid (IFB) is a request for suppliers or vendors to submit a proposal for a service or product. When the supplier bids on the product or service they are offering it at a set price. Because B2G enterprises bid on projects for governmental agencies they are often attempting to be the lowest cost provider.

I recommend: BusinessDictionary.com has a more complete definition of this term.

Request for proposal

A request for proposal is an invitation for businesses to submit a plan for how they would provide a service or the specifications they would meet for a product or commodity. B2G enterprises know that RFPs bring structure to the procurement process and provides them an opportunity to identify the benefits of their services or products.

I recommend: A more complete explanation of an RFP can be found at TechTarget. If you want to see a database of RFPs you can find one at Confluent Forms.

Central Contractor Registration system

Central Contractor Registration is 'the' database if you want to do business with the federal government. B2G enterprises know that this is where the government stores, collects, validates and disseminates data on what federal agencies are acquiring.

I recommend: The database is located at CCR. Information focused on small businesses is also located at CCR.