Want to Land a Government Contract? Use these 4 Commercial Tactics

For small business owners eyeing opportunities with the Department of Defense, the journey might seem daunting. But the truth is the process has a lot in common with selling into a major corporation like Netflix or Nike, which many businesses already have in their business plan.

How do I know? I’ve been there — having sold to small, mid-sized and large enterprises in the private sector, and having watched many companies sell into the Navy while at NavalX. Successfully navigating the landscape of government contracts simply requires small businesses to draw parallels to the same strategies they use when selling into large organizations.

Here are four tips on how to use your commercial sales know-how to land a government contract: