Selling to government, category by category.
What you sell shapes who buys it, how it's bought and the rules you'll need to meet. Pick your category for a practical guide.
Key takeaways
- Each category has its own buyers, contract vehicles and compliance rules.
- Technology vendors often face security authorizations; equipment and construction vendors face domestic-content and labor rules.
- In every category, the vendors that win reach program owners before budgets and bids are set.
Technology and telecom
Selling SaaS to government
Who buys SaaS, contract vehicles, rules and buying signals.
Read the guideSelling cybersecurity to government
Who buys cybersecurity, contract vehicles, rules and buying signals.
Read the guideSelling AI to government
Who buys AI, contract vehicles, rules and buying signals.
Read the guideSelling IT hardware to government
Who buys IT hardware, contract vehicles, rules and buying signals.
Read the guideSelling telecom and wireless services to government
Who buys telecom and wireless services, contract vehicles, rules and buying signals.
Read the guideSupplies and facilities
Selling furniture to government
Who buys furniture, contract vehicles, rules and buying signals.
Read the guideSelling office supplies to government
Who buys office supplies, contract vehicles, rules and buying signals.
Read the guideSelling uniforms and apparel to government
Who buys uniforms and apparel, contract vehicles, rules and buying signals.
Read the guideSelling facilities maintenance to government
Who buys facilities maintenance, contract vehicles, rules and buying signals.
Read the guideSelling food service to government
Who buys food service, contract vehicles, rules and buying signals.
Read the guideVehicles, equipment and public safety
Selling vehicles and fleet products to government
Who buys vehicles and fleet products, contract vehicles, rules and buying signals.
Read the guideSelling public safety equipment to government
Who buys public safety equipment, contract vehicles, rules and buying signals.
Read the guideSelling security systems to government
Who buys security systems, contract vehicles, rules and buying signals.
Read the guideSelling drones to government
Who buys drones, contract vehicles, rules and buying signals.
Read the guideSelling heavy equipment to government
Who buys heavy equipment, contract vehicles, rules and buying signals.
Read the guideConstruction and professional services
Selling construction services to government
Who buys construction services, contract vehicles, rules and buying signals.
Read the guideSelling consulting services to government
Who buys consulting services, contract vehicles, rules and buying signals.
Read the guideSelling staffing services to government
Who buys staffing services, contract vehicles, rules and buying signals.
Read the guideSelling marketing services to government
Who buys marketing services, contract vehicles, rules and buying signals.
Read the guideSelling training services to government
Who buys training services, contract vehicles, rules and buying signals.
Read the guideHealth, science and education
Selling medical supplies and equipment to government
Who buys medical supplies and equipment, contract vehicles, rules and buying signals.
Read the guideSelling lab equipment to government
Who buys lab equipment, contract vehicles, rules and buying signals.
Read the guideSelling edtech to schools
Who buys edtech, contract vehicles, rules and buying signals.
Read the guideWater, energy and transportation
Selling water technology to government
Who buys water technology, contract vehicles, rules and buying signals.
Read the guideSelling energy and EV charging to government
Who buys energy and EV charging, contract vehicles, rules and buying signals.
Read the guideSelling transportation technology to government
Who buys transportation technology, contract vehicles, rules and buying signals.
Read the guideSelling products made outside the US? Check the TAA designated countries list.
New to the public sector? Start with how to sell to government and cooperative contracts by category.
Frequently asked questions
What does the government buy?
Is selling to government different by category?
How does Kensington Sales Group help?
Ready to build your public-sector pipeline?
Book a 30-minute call. We'll talk through your market, your ideal buyers and whether an embedded sales development team is the right fit, with no commitment.