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The first requirement is registering to do business with the federal government. This is handled through the Central Contractors Registry ( CCR), which collects, validates, stores, and disseminates government acquisition requests. The steps to register are listed on their Web site, www.ccr.gov.

Distributors will also need to register their companies with Dun and Bradstreet, the credit reporting company, and secure a D&B number. With both registrations accomplished and approved, the feds will set up a commercial and government entity (CAGE) code, which is a unique identifier for your company. You are now a “registered” vendor and will need this CAGE code in order to locate, bid on, and receive government contracts, as well as to be paid.

Once registered, distributors may hunt for business, most of which is now handled online, making it much easier and requiring less footwork than was necessary years ago. One of the most important federal government purchasing Web sites to visit is called FEDBIZOPP located at www.fedbizopps.gov. This is the gateway to the government market for all kinds of products, including Green cleaning products. The site will list the selling opportunities available and will also identify the contracting officer (CO) or government buyers of goods and services. The CO will be directly involved in the purchase and the site will provide much-needed logistical information as well.

Selling Tactics

Some distributors and other vendors spend most of their time trying to sell the CO. Although this person may be the final decision maker, it is also a good idea to spend time with the end users of the products or services as well. For instance, when selling Green cleaning products, it would be advisable to meet the cleaning professionals who will be using the products and understand where and how they will be using them, their cleaning concerns and issues, etc.

This is the same as when working with a private customer. With this knowledge, the distributor can make recommendations, advise the cleaning workers and CO, and help them find solutions to some of their cleaning challenges. This care and concern for the end users can also help differentiate you from your competitors.

Many times, the government purchases certain products and works with specific vendors almost out of habit. Showing an interest in their cleaning needs, letting them know that you are knowledgeable and familiar with Green cleaning, and providing value-added services such as training the cleaning crew how to use Green cleaning products can also help you top your competition, especially if your primary competitors are mega-vendors or big-box retailers.

Other Factors

There are other factors that influence how successfully you sell to the federal government. Some distributors and vendors hire consulting organizations that can help them through the maze as well as answer questions as they come up. However, experience is often the best educator, and the only way to get experience is to jump in and forge ahead.