Market Development

“Solve, Don’t Sell”

There are a few ways to succeed with government customers…and many to fail. Success begins with “Mission Awareness”: understanding customer mission gaps, architectures and use cases. In turn, securing contracts requires knowledge of customer buying habits, channels and processes. However, many customers are not reachable through traditional marketing approaches. Without pre-existing personal relationships, supplier sales teams “start from scratch” to generate opportunities. Buck Consulting Group’s Market Development Practice couples mission subject matter expertise with Know the Market, Go to Market™, a proven system for establishing customer relationships, generating year-over-year revenue, and promoting a positive brand in the Federal market.