Steven Towns

Since we launched e.Republic’s 10 Laws of Government Sales and Marketing webcast series earlier this year, you’ve asked us hundreds of questions about engaging and building relationships with public sector customers. Our fifth 10 Laws episode was dedicated to providing answers that will help you succeed in this unique and expansive market.

States and localities spend more than $3 billion annually on goods and services. And the bulk of this purchasing flows through contracts. Therefore, it’s critical for companies selling into the public-sector market to understand how the contracting process works and how their target customers prefer to buy. The latest installment of e.Republic’s 10 Laws of Government Sales and Marketing webcast series tackled this crucial issue.

Here’s a closer look at how you can better understand the people behind government buying decisions so you can tailor your approach to each member of that audience.