Kensington Sales Group is a government sales and business development firm. We embed experienced reps into your sales motion, find the right agency and utility decision-makers, start real conversations and put qualified meetings on your calendar — without the cost of hiring, training and managing an in-house team.
Companies we've helped sell to the public sector
Public-sector buyers are fragmented, cautious and bound by procurement rules. Generic outbound doesn't land, and building an internal team that knows the market takes time most companies don't have.
Cities, counties, townships, school districts and special districts — each with its own buyers, budgets and timing.
Source: U.S. Census Bureau, 2025Budgets are set a year ahead, and purchases move through councils, boards and procurement. You need to be in the conversation early — and stay there.
Instead of recruiting and ramping SDRs from scratch, plug in reps who already speak the language of public works, IT, finance and procurement.
Three ways we help companies that sell to government and utilities build pipeline faster — plus event prospecting and capture support. See all services.
We identify and engage federal, state and local decision-makers through targeted, multichannel prospecting — and book qualified meetings for your account executives.
Trained sales professionals work as part of your team — managing outreach, nurturing leads and keeping deals moving through every stage of your B2G sales process.
Custom AI research plus direct phone conversations uncover what your target agencies are planning, buying and struggling with — so marketing and sales can act on it.
A validated approach, refined over a decade of public-sector campaigns.
We start with your product, value proposition and ideal customer — which agencies, which roles, and why they should care now.
Bid boards, RFPs, adopted budgets, capital plans and AI-powered research turn into a prioritized list of jurisdictions and decision-makers.
Our reps call, email and connect — balancing quality and volume — and qualify interest, timing and budget along the way.
Qualified meetings land on your team's calendar, with notes and the market intelligence gathered from every conversation.
No long-term hiring commitment. You get a ready public-sector sales team without the salaries, benefits, training and management of new employees.
Federal civilian and defense agencies, program offices and the integrators that serve them.
State and local government — cities, counties and state agencies across public works, IT, finance and administration.
Police, sheriffs, fire, EMS, 911 centers, emergency management and campus safety agencies.
Water, wastewater, electric and gas utilities — operations, engineering and asset management leaders.
School districts, colleges and universities — technology, facilities, safety and business offices.
Transit, port, airport, fire, water and other independent districts with their own budgets and boards.
Hospitals and health systems, including IT, operations, security and supply chain teams.
Tribal governments and enterprises — administration, public safety, health, housing and utilities across sovereign nations.
A few of the outcomes we've delivered for companies selling to government.
An 8+ year partnership: 10,000+ law enforcement agencies contacted and an 8.9x average ROI.
Read the case study KOVAAirport outreach for KOVA's emergency notification system added 164 opportunities over two years.
Read the case study VerizonMore than 200 federal agencies and 5,000+ calls across civilian and defense organizations.
Read the case study Siemens2,500+ utilities contacted and 5,000+ market intelligence data points gathered.
Read the case study Viridian6,000+ police departments, sheriffs' offices and campus safety agencies contacted.
Read the case study GeotabTargeted outreach to state and local fleet managers, including follow-up after Government Fleet Expo.
Read the case studyKensington Sales Group is a professional sales and business development firm with over a decade in business, helping companies identify opportunities, build meaningful relationships and grow their customer base.
Mike brings 30 years of sales experience and got his start in GovTech. He founded Kensington Sales Group in 2016 to help companies navigate the public-sector market and connect with the right government decision-makers.
Mathias oversees client relationships and the day-to-day execution of public-sector sales campaigns. Before KSG, he gained experience at Carahsoft, giving him exposure to the public-sector technology ecosystem.
Book a 30-minute call or send us a note. We'll talk through your market, your ideal buyers and whether an embedded SDR team is the right fit.