Selling to the Government
What It Takes to Compete and Win in the World’s Largest Market
By Mark Amtower
About the book
Mark Amtower, who has advised hundreds of companies on marketing and selling to the government, from Dell, Northrop Grumman and Apple to many small firms, writes about what he presents as the largest single market anywhere. He cites an estimate from Onvia, a firm that tracks government contracts, putting federal, state, local and education business above 40 percent of the nation's GDP. Thousands of companies enter the U.S. government market each year, and according to Amtower fewer than 10 percent last into a second year. Coverage runs from the go/no-go decision and the company infrastructure it requires to marketing, sales and business development, with approaches for building relationships, understanding procedures and winning high-stakes contracts.
MarketingProfs chief content officer Ann Handley endorsed it and urged readers to mark it up and keep it as a reference. GovLoop founder Steve Ressler called Amtower a master of government marketing who can explain and teach the field better than anyone.
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This book has 2 recommendations
Ann Handley (CCO/MarketingProfs)
If you are selling to government (or hope to), you need to read this book! Actually, don't just read it. Do as Mark suggests: highlight it, mark it up, and use it for reference. It's a keeper.
Steve Ressler (Founder/GovLoop.com)
What Zig Ziglar is to selling, Mark Amtower is to government marketing. He is a master ofhis domain and can break it down and teach it like no other. Don't waste time andmoney trying to enter the government market blind. Let Mark Amtower's Selling to theGovernment be the guide as you traverse this unmapped but lucrative territory.
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