Digital Technology Associates

Marketing products and services to the Federal government is very different than marketing to the private sector. 

Within civilian agencies, products and services can be purchased from thousands of commercial suppliers through the General Services Administration’s (GSA) schedules, which are large scale contracts encompassing multiple vendors.

Similarly, the Defense Logistics Agency (DLA) within the Department of Defense is responsible for defense purchases. 

Alternatively, agencies may bid out contracts or offer sole source contracts for unique equipment or services. The specifications for these contracts are often determined in collaboration with vendors long before any tenders are let. 

To be successful in the Federal marketplace, companies must learn how to play by the rules of Washington.

Government relations is an educational process: educating business and industry leaders about how the Federal governmental works; educating government officials about the issues important to business; and educating governmental and business leaders, and the public, about the potential consequences of legislation or regulation.

At its core, government relations is about relationships.  Successful relationships in Washington are built on trust.  With that trust comes open communication, give and take, and a recognition that professionals can have differing opinions.

Successful government relations is critical to successful business in Washington.