Those of you who have already started to market their products or services to the government would have probably heard something called procurement ready. What does that mean? It means that you need to understand how particular parts of the government prefer to buy products or services that you intend to sell to the government. This is very important because sometimes the government has specific ways that they utilize in order to buy your product and service. If you do not have it then it’s going to be very difficult for the government to buy your product or service. I witnessed this firsthand years ago, when we got the government customer; they thought that we could solve their problems, but at the end of the day, we were not procurement ready.

We did not have the right setup to make the government buy our product. Hence, they asked us to get procurement ready, and then come back and have a discussion. So, it’s very important to understand this topic, which can mean different things to different parts of the government.

It’s vital that you find out what parts of the government do buy what you sell. There are some techniques to find out before we even reach out to the government about how they like to buy it. Once we do it then we have our go-to-market strategy.