Defining The Federal Target Market: Accounting Services

September 24th, 2008 | Posted by Ashok Mehan

Whether you are selling in the commercial or federal space, it is extremely important to first find out who the customers really are and what they really want. This task, as simple as it sounds, is more complicated than one would think because the federal government is like 500 Fortune500 companies rolled into one.

Which door should a small business knock on first?

The federal government is big on categorizing everything it purchases, sells, and creates. This categorization, if you are selling into the federal government, falls under two broad well known code categories, i.e., the NAICS (North American Industrial Classification System) Code and the PSC (Product or Service Code) systems.

For a small business of any kind, the first thing it should do before trying to sell anything to the government is to define where its products and services are being purchased within the government. You can do this easily by going to the federal procurement data system (FPDS) and running a report just on your industry codes to see which agencies are at the top of the list.  Once you do that, you have defined your federal target market.  It is not a perfect science by any means, but for a small business without any clues how to get started, it is something to die for.  A sample report on the accounting industry market is enclosed for review:

For further details about this report write to amehan@fedmine.us or visit www.fedmine.us to view various reports.

Are you interested in identifying your company’s federal market sales potential and additional sales opportunities? Aronson & Company’s Federal Market Assessment provides a comprehensive look at the Federal marketplace and Agencies buying habits. Aronson’s Federal Market Assessment is customized to address the factors important to your organization’s Federal Market Approach.  Contact Peter O’Neill at poneill@aronsoncompany.com or 301.222.8226 to move forward in your federal campaign.

Tags: NAICS, Sales, Small Business

This entry was posted on Wednesday, September 24th, 2008 at 9:10 am and is filed under Federal Agency Spending. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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