At a glance: India
- FAR designated country: No.
- Time difference: 9.5 to 10.5 hours ahead of US Eastern time, depending on the season.
- Known internationally for: IT services and software.
- Federal registration: SAM.gov, with an NCAGE code for companies outside the US.
General information, not legal advice. Confirm requirements for your products and contracts with qualified advisers.
US trade agreement status for India
India is not currently on the list of designated countries in the Federal Acquisition Regulation (FAR). That means its products don't get the Trade Agreements Act's domestic treatment in federal procurements, and Buy American Act preferences apply to federal purchases of manufactured products. Companies from India often focus first on state and local government and utilities, which follow their own procurement laws, or work with US partners and US manufacturing where federal domestic-content rules apply.
Separate rules apply to infrastructure projects that state and local governments and utilities fund with federal money: Build America, Buy America (BABA) covers iron, steel, manufactured products and construction materials used in those projects, with waivers in limited cases. Our guide to how international companies sell to US government explains both rules.
The US public sector opportunity
Companies from India are known internationally for IT services and software, categories that US agencies and utilities buy. The US public sector is a market of many separate buyers: the U.S. Census Bureau counted 91,438 local governments in 2025, alongside 50 states, federal agencies and thousands of electric, water and gas utilities. Each buys on its own budget calendar, which means a focused outbound approach can reach the right buyers without a national launch.
See selling to US utilities from abroad for how utilities buy.
What to prepare before entering the US
- A first segment. One or two buyer types where your product is strongest, such as water utilities, public safety agencies or school districts.
- A domestic-content position. Because India is not a designated country, plan how you will handle Buy American and BABA requirements: US assembly, US partners, or a focus on purchases those rules don't cover.
- Registrations. SAM.gov with an NCAGE code for federal work, plus state and local vendor registrations; see our list of state procurement portals.
- US-ready product and support. US standards and certifications for your category, pricing in US dollars and service in US time zones.
- A buying path. Direct sales, a US reseller or distributor, a cooperative contract held by a partner, or a US prime contractor.
Working across time zones
India is 9.5 to 10.5 hours ahead of US Eastern time, depending on the season. There is little or no overlap with the US working day, so an outreach team working US hours matters: US agencies and utilities expect calls during their business day.
How KSG helps companies from India
Kensington Sales Group helps international companies enter the US public sector in three stages: a Landing Pad to validate demand, a Beachhead with an embedded SDR team that books qualified meetings, and an Expansion stage that hands a working sales motion to your own US team. See our US market entry service.
Our work with international companies includes market research with more than 1,000 water agencies for Kamstrup and utility outreach that produced 70 qualified meetings for Siemens.
Sources: FAR 25.003 definitions, including designated countries; SAM.gov Quick Start Guide for International Registrations; U.S. Census Bureau, Government Organization Summary Report.