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B2G Markets Education and Training

Get an inside track on increased business with B2G Markets Education and Training

By John Williams, Business Writing and Research
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.

 

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.
Try: 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.
Try: 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.
Try: 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.

 

  • 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.

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