10 priorities your customers think about the most

Keys to winning new business and tracking the top customer priorities

If you want to do business with the government, you better hold some General Services Administration contracts.

You also better be closing sales year round.

Those are two pieces of advice you can glean from a survey of government buyers conducted by 1105 Government Information Group, publisher of Washington Technology.

In its annual government buying study, the media company surveyed 100,000 readers of Washington Technology and its sister publications, Federal Computer Week and Government Computer News.

Questions cover topics such as growth in the market, spending priorities, technology needs and how government buyers use contracts.

GSA’s vehicles scored well in their importance as a procurement tool with six contracts placing in the top 10 contracts government buyers are using.

The survey also broke down the buying cycle and found that a significant number of acquisitions are being completed in each quarter of the fiscal year. Lesson: Don’t save your best sales pitch for the fourth quarter, or you’ll miss plenty of opportunities.

Top priorities for government buyers focus on security, efficiency, data and knowledge management and information sharing, according to the survey.

And to win, you need to know and meet your customers' specifications, provide quality support and understand the cost structure of your solution.

The following charts track predictions on whether or not the market will grow; top government priorities; critical decision points on the procurement calendar; and top criteria for making buying decisions.


Reader Comments

Please post your comments here. Comments are moderated, so they may not appear immediately after submitting. We will not post comments that we consider abusive or off-topic.

Please type the letters/numbers you see above

What is your e-mail address?

My e-mail address is:

Do you have a password?

Forgot your password? Click here
close
SEARCH
contracts DB

Trending

  • Dive into our Contract Award database

    In an exclusive for WT Insider members, we are collecting all of the contract awards we cover into a database that you can sort by contractor, agency, value and other parameters. You can also download it into a spreadsheet. Read More

  • Is SBA MIA on contractor fraud? Nick Wakeman

    Editor Nick Wakeman explores the puzzle of why SBA has been so silent on the latest contractor fraud scandal when it has been so quick to act in other cases. Read More

Webcasts

  • How Do You Support the Project Lifecycle?

    How do best-in-class project-based companies create and actively mature successful organizations? They find the right mix of people, processes and tools that enable them to effectively manage the project lifecycle. REGISTER for this webinar to hear how properly managing the cycle of capture, bid, accounting, execution, IPM and analysis will allow you to better manage your programs to stay on scope, schedule and budget. Learn More!

  • Sequestration, LPTA and the Top 100

    Join Washington Technology’s Editor-in-Chief Nick Wakeman as he analyzes the annual Top 100 list and reveals critical insights into how market trends have impacted its composition. You'll learn what movements of individual companies means and how the market overall is being impacted by the current budget environment, how the Top 100 rankings reflect the major trends in the market today and how the biggest companies in the market are adapting to today’s competitive environment. Learn More!