Commercial markets for government contractors

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PUBLIC PROFILE

The transition from government contracting to providing products and services in private sector commercial markets requires some strategic thinking. Private companies do not publish RFPs. They keep their plans for developing new products and services secret. So marketing and selling to them requires a substantial amount of work to communicate with them and offer capabilities that they may or may not need. They need to get to know you first and then may be willing to share their plans - after signing a non-disclosure agreement. Or, rather than selling to existing companies, you can develop your own new products and services for new customers.

Developing both of these strategies requires a significant amount of time and money - overhead money. But you can't increase your overhead and remain competitive in shrinking government markets where contracts are increasingly awarded to the low-cost bidder. So what are your options?

You can set up a new company. You will need a new accounting system anyway. However, new companies need new equity. And where might that come from?

These are some of the issues we can explore in this group. What are others?

Recent Activity

December 29

Les Aker @Commercial markets for government contractors: How to Disrupt Yourself — 5 Lessons from People Who’ve Done It Themselves...

8 months ago • 1 comment


December 12

Les Aker @Commercial markets for government contractors: Jonathan Aberman is an innovator and he runs a venture fund. Here are his recent comments from a Washington Post article. concerning regulation and innovation.

8 months ago • 1 comment


September 12

May 03

Shelby Frank @Commercial markets for government contractors: On Wednesday, May 18th, 2016, join DHG and other professionals from the government contracting industry at Norfolk Yacht and Country Club for our 21st Annual Government Contracting Update: Navigating the Issues: A Roadmap to Success.https://www.dhgllp.com/g...

1 year ago


April 17

Steve Bain @Commercial markets for government contractors: Concern over Defense Industry consolidation: http://pilotonline.com/b...

1 year ago


March 03

Bart Heenan @Commercial markets for government contractors: The Small B usiness Innovaive Research Program (SBIR) is a great way to transition technologies from defense applications to commerical applications.

1 year ago • 4 comments

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Robert Rea @Commercial markets for government contractors in reply to Bart Heenan: Yes, but SBIRs are developed by government agencies to develop new products for their use so they can buy them from the commercial market. It is rare when SBIR products are able to penetrate truly commercial markets.

1 year ago

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Bart Heenan @Commercial markets for government contractors: My experience is that DOD and NASA use SBIR to fund development of technologies primarily for their use, but most other agencies fund technology development for commercial markets. .

1 year ago

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Bart Heenan @Commercial markets for government contractors: For instance, NIH funds development of health care related technologies. NIH is not likely a customer of the resultant technology development, the commerical health care market is the likely customer.

1 year ago

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Robert Rea @Commercial markets for government contractors in reply to Bart Heenan: Here is a data point from https://www.sbir.gov/s... 43% of sales to commercial markets and 30% to military markets.

1 year ago


November 12

Robert Rea @Commercial markets for government contractors contributed to the wiki Profile Message

2 years ago

Steve Goad @Commercial markets for government contractors: Do you have a profile pic we could use for the group? Or would you mind if we created one?

2 years ago • 1 comment

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Robert Rea @Commercial markets for government contractors in reply to Steve Goad: Create one by all means!

2 years ago

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Strategies for government contractors entering commercial markets

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375 Middle St
Portsmouth VA 23704

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