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

1. How do I start? Ignoring the government market as a major revenue center is no longer an option. In this economy, B-to-B catalogers have to look at any growth areas, and government business is as recession-proof as it gets. In fact, if you analyze your 24-month buyer data, there’s a strong likelihood you’ll find that 2 percent to 5 percent of your customers are government.