The Summit Government Group Advantage

Selling to government is a complex process – with multi-faceted buying cycles, plus a myriad of rules, regulations, partnerships, procurement vehicles, and specialized vendor & reseller channels to navigate.

To succeed, you need:

  • An experienced guide to assist you through the various processes
  • A well-connected and respected mentor to identify opportunities and facilitate important business relationships and partnerships
  • A convenient one-stop source for all your government business requirements – from business development to contracts management and every component in between.

Summit Government Group gets your products and services to the government market faster by developing effective, coordinated channel sales and marketing plans that quickly position your company and products to sell in the competitive government marketplace.

Business Development

Generating business and creating demand for your products and services is an essential part of your success in the federal marketplace. Summit Government Group, LLC can be your outsourced federal sales office, helping you by acting as a focused, highly effective business development manager for your federal business.

Summit Government Group, LLC business development activities are focused in two main areas:

  1. Creating demand at the end user level
  2. Working through existing contracts and identifying emerging opportunities

Summit Government Group, LLC matches federal customers’ needs to your product and service solutions. We accomplish this through our longstanding relationships with key decision makers in government agencies and our expertise in the government buying process – identifying problems and challenges. We excel in taking manufacturer’s solutions down to end users, CIO level and key decision makers.

Summit Government Group, LLC also identifies opportunities by carefully tracking contracts, requests for proposals (RFPs) and requests for information (RFIs) . We also continuously scan and proactively analyze regular published sources, including Fed Biz Opps and GSA eBuy.

We find opportunities for our clients’ products and services in these existing and emerging opportunities.

Channel Management and Development

Success in the federal government marketplace depends upon your ability to sell through the channels that specialize in selling IT services and solutions into this niche market. These channels include:

  • Prime contractors
  • Federal Resellers
  • Small Business Set Aside
  • System Integrators

These channels specialize in selling IT services and solutions into this niche marketplace.

But hundreds of other companies like yours vie for their attention. And many are represented by individuals that have no concept of the unique nature of selling IT solutions to government. That’s where Summit Government Group, LLC’s assistance can be so important. Our established relationships with the channel partners gain you the attention you deserve – and these companies look to Summit Government Group, LLC because they know we understand their own operations, demands, requirements and the government market in depth.

Our channel partners know they can trust us to bring them the best. And, they will use your products because they know Summit Government Group, LLC will stand behind them, representing you fully and backing you each step of the way.

In fact, this comfort level we’ve established with the larger resellers has been a great advantage to our clients. The major resellers know that Summit Government Group, LLC will follow the whole sales process through, from identifying the opportunities, matching with just the right providers, developing a competitive pricing strategy, all the way through the award and delivery.

Summit Government Group, LLC has years of proven success in acting as the outsourced channel manager for your federal business. We manage the whole federal territory and all the channel and partner management issues, including:

  • Setting pricing policies and business strategies with a go-to-market strategy that keeps everyone profitable
  • Identifying the best avenues to promote and place your products and services – GSA, 8(a), prime contractor partners – using one or a combination of avenues
  • Ensuring face time by working with the channel representatives, with our dedicated sales staff that call on and communicate with our resellers every day
  • Performing sales trainings on your products and services, as well as vendor days
  • Working with the channel marketing people to have products spec’s added/updated on offerings lists
  • Co-sponsoring marketing events
  • Providing activity channel reports, as well as quarterly marketing plan & execution evaluations
  • Maintaining in-house tools for deal registrations for pipeline management and future business

Contract Management

Setting up an initial contract pricing strategy that is healthy for all parties – our clients, the channel partners and the federal government buyers – is essential. Summit Government Group excels at this process – we advise our clients and their channel partners on the complex inter-relationships between the contracts and the product and services pricing.

Summit Government Group, LLC will help ensure you don’t get caught in a “bottomed-out” pricing scenario, restricting your flexibility and making profitability for you and your channel partners difficult to achieve. That’s one reason why Summit Government Group, LLC insists on a contract strategy, advising and managing these contracts on a monthly basis to perform all contract modifications, update pricing changes, upload the files into GSA Advantage, and all other contract administrative duties.

We also advise and research the federal acquisition regulations (FARs), section 508 issues, trade compliance concerns, etc. and how they related to your contracts and federal government business.

Summit Government Group, LLC’s expertise and pricing strategies maximize both competitiveness and profitability for our clients and channel partners, and deliver the best value to federal buyers.