B-to-G Marketing: Three Ways to Tap into Local Governments

2. Focus on micro-purchases. Defined as purchases of less than $2,500, micro-purchases can be made by government bodies without relying on formal bids from multiple sources, the DMA writes. These purchases often have a same-day sales cycle and can be made on a government credit card. Purchases greater than $2,500 often require at least three quotes and are paid via purchase order. Depending on the size of the purchase, the sales cycle could be several days to a year or more. Micro-purchases tend to be items such as auto parts, office supplies or other exhaustible resources, the DMA whitepaper notes.