Government sales outsourcing, answered.

Kensington Sales Group (KSG) is a government sales and business development firm. We embed experienced business development reps into your sales motion to find, contact and qualify decision-makers across federal, state and local government, education, public safety, special districts and utilities. Your team gets booked meetings, plus the market intelligence we gather along the way.

Mike Dombo founded Kensington Sales Group in 2016. He brings 30 years of sales experience and got his start in GovTech.

Our headquarters is at 10605 Concord Street, Suite 440, Kensington, Maryland 20895. We run outreach programs across the continental United States and beyond, including Canada and Latin America.

More than 10,000 qualified meetings for clients since 2016.

Clients include Verizon, Siemens, Brother Mobile Solutions, Geotab, Kamstrup, KOVA, Dataminr, Viridian Weapon Technologies, Eastern Communications and Hyperion Partners, among many others. See our case studies.

B2G lead generation and appointment setting, embedded (outsourced) SDR and BDR teams, public-sector market intelligence and research, and event and trade show prospecting. We also support capture and pre-award work for government contractors.

An embedded SDR works as an extension of your team. They learn your product, value proposition and ideal customer, prospect under your brand, and book meetings directly onto your account executives' calendars — without you hiring, training or managing them.

You skip recruiting, ramping, benefits and management, and you don't have to wait for new hires to learn how government buys. Our reps already know the agencies, the roles and the buying cycles, and there's no long-term hiring commitment.

No. Each client gets dedicated reps who learn its product, messaging and ideal customer, and our team works only on public-sector and utility sales.

Yes. Our reps prospect under your company name and messaging, and the relationships they start belong to you.

Yes — we use AI-powered research tools to build target lists and surface buying signals from bid boards, RFPs, budgets and plans. The conversations themselves are handled by people, which is where trust with public-sector buyers gets built.

Yes. Our team includes callers fluent in both English and Spanish.

Yes. We run pre-event outreach to set meetings and drive booth traffic, and post-event follow-up to turn conversations into pipeline. See event prospecting.

Yes. We combine AI-assisted desk research with phone interviews with real buyers. For Kamstrup, we held first-hand conversations with more than 1,000 water agencies in the U.S. and Canada. See market intelligence.

Federal civilian and defense agencies; state, local and municipal government; K-12 and higher education; law enforcement and public safety; healthcare; tribal governments; special districts such as transit, airport, port, fire and water authorities; and public power, cooperative, investor-owned and municipal utilities.

Yes. For Verizon, we reached 200+ federal agencies and generated 22 qualified leads in one quarter, with meetings across civilian and defense organizations.

Yes. For Siemens, we contacted 2,500+ utilities and booked 70 qualified meetings; for Kamstrup, we interviewed 1,000+ water agencies.

Yes — it's one of our deepest markets. We've reached police departments, sheriffs' offices, fire and EMS agencies, 911 centers, emergency management and campus safety departments for clients such as Brother, Viridian, Hyperion Partners and Eastern Communications.

Book a 30-minute call. We'll talk through your product, your ideal buyers and the markets you're targeting, and if there's a fit, propose a program built around your goals.

Engagements are customized. Some clients start with a defined research or event campaign; others run multi-year programs. Our partnership with Brother Mobile Solutions has lasted more than eight years.

Yes. Many companies use KSG to add coverage to an existing team — for a new territory, vertical or campaign — while their account executives focus on closing.

Qualified meetings are booked onto your team's calendar with notes from the conversation, and we report back on activity and the market intelligence gathered across the program.

B2G (business-to-government) sales is selling products or services to government agencies. It follows public budgets, procurement rules and approval processes, with more stakeholders and longer timelines than most B2B sales. See our guide to selling to government.

SLED stands for state, local and education — the state governments, counties, cities, towns, special districts, school districts and public colleges that make up the non-federal public sector.

The federal fiscal year starts October 1. Forty-six states start July 1; New York starts April 1, Texas September 1, and Alabama and Michigan October 1. Local governments set their own. See our fiscal year calendar.

A contract competitively solicited by one public entity or cooperative that other eligible agencies can use without running their own solicitation. See our cooperative purchasing guide.

It depends on the size of the purchase and the procurement path. Small purchases can close in weeks; large ones that need formal solicitations, budget approval or board votes often take many months, and sometimes more than a year.