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

These resources vary from company to company, but you may need a veteran of the government market, some new accounting methods if you choose to sell via contract or perhaps some outside guidance.

3. Does the government buy what we sell? The government buys nearly everything to greater or lesser degrees. This includes all B-to-B products and services, and even some B-to-C things. To get a feel for the range of products the government buys, go to www.gsa.gov/elibrary and spend some time browsing categories.