B-to-B: Ask 4 Questions Before Targeting B-to-G

Most B-to-B catalogers sell to the government, albeit in a passive mode. Using the SmartPay credit card, federal buyers appear on B-to-B buying lists with some regularity. When properly targeted, they can become a significant percentage of any B-to-B cataloger’s business.

The few B-to-B catalogers that are proactive in the B-to-G arena are generally quiet about it. They have no desire to let other catalogers know about this lucrative market segment.