Air Force, Department of

Alaska Natural Gas Transportation System

American Battle Monuments Commission

Army Corps of Engineers

Army, Department of the

Board for International Broadcasting

Bonneville Power Administration (administrative and housekeeping items)

Bureau of Land Management

Central Intelligence Agency

Commerce, Department of

Commission on Civil Rights

Commission on Fine Arts

Commodity Credit Corporation

Commodity Futures Trading Commission

Consumer Products Safety Commission

Defense, Department of

Defense Agencies and Joint Service Schools

Education, Department of

Energy, Department of

Environmental Protection Agency

Equal Employment Opportunity Commission

Executive Office of the President

Export-Import Bank of U.S.

Farm Credit Administration

Federal Communications Commission

Federal Election Commission

Federal Trade Commission

Forest Service, U.S.

General Services Administration

Government National Mortgage Association

Health and Human Services, Department of

Housing and Urban Development, Department of

Inter-American Foundation

Interior, Department of the

Interstate Commerce Commission

Justice, Department of

Kennedy Center

Labor, Department of

Merit Systems Protection Board

National Aeronautics and Space Administration

National Archives and Records Administration

National Credit Union Administration (not individual credit unions)

National Council on the Handicapped

National Endowment for the Arts

National Endowment for the Humanities

National Labor Relations Board

National Science Foundation

National Transportation Safety Board

Navy, Department of the

Nuclear Regulatory Commission

Occupational Safety and Health Review Commission

Office of Personnel Management

Overseas Private Investment Corporation

Panama Canal Commission

Peace Corps

Pennsylvania Avenue Development Corporation

Pension Benefit Guaranty Corporation

Postal Rate Commission

Railroad Retirement Board

Resolution Trust Corporation

St. Elizabeth's Hospital

St. Lawrence Seaway Development Corporation

Securities and Exchange Commission

Selective Service System

Small Business Administration

Smithsonian Institution

State, Department of

Tennessee Valley Authority

Trade and Development Program

Transportation, Department of

Treasury, Department of the

U.S. Arms Control and Disarmament Agency

U.S. Information Agency

U.S. International Development Cooperation Agency

U.S. International Trade Commission

U.S. Postal Service

Veterans Affairs, Department of

Administrative Conference of the U.S.

Administrative Office of the U.S. Courts

Advisory Commission on Intergovernmental Relations

Advisory Committee on Federal Pay

American Printing House for the Blind

American Samoa, territorial and local governments of

Architect of the Capitol

Architectural and Transportation Barriers Compliance Board

Banks for Cooperatives

Certain non appropriated fund activities (generally, not for resale)

Coast Guard Auxiliary (through the U.S. Coast Guard)

Committee for Purchase from the Blind and Other Severely Handicapped

Contractors and subcontractors (cost reimbursement as authorized by the applicable agency's contracting official)

Contractors and subcontractors (fixed price - for security equipment only when so authorized by the applicable agency's contracting official)

Courts, Federal (not court reporters)

Delaware River Basin Commission

District of Columbia, Government of the

Farm Credit Banks

Federal Deposit Insurance Corporation

Federal Emergency Management Agency

Federal Home Loan Banks

Federal Intermediate Credit Bank

Federal Land Bank

Federal Reserve Board of Governors

Firefighters, Non-federal (as authorized by the Forest Service, U.S. Department of Agriculture)

Gallaudet University

General Accounting Office

Government Printing Office

Guam, territorial and local governments of

Howard University (including hospital)

Institute of Museum Services *

Japan - United States Friendship Commission

Land Grant Institutions * *

Legal Services Corporation (not its grantees)

Library of Congress

Marine Mammal Commission

National Bank for Cooperatives (CoBank)

National Buildings Museum

National Capital Planning Commission *

National Gallery of Art

National Guard Activities (only through U.S. Property and Fiscal officers)

National Railroad Passenger Corporation (i.e., AMTRAK)

National Technical Institute for the Deaf

Navajo and Hopi Indian Relocation Commission

Neighborhood Reinvestment Corporation

Northern Mariana Islands, Commonwealth of the territorial and local governments

Office of the Federal Inspector for the Alaska Natural Gas Transportation System

Prospective Payment Assessment Commission

Senate, U.S.

Susquehanna River Basin Commission

Trust Territory of the Pacific Islands, Government of

U.S. Railway Association

U.S. Representative, Office of Joint Economic Commission CENPRO Project Saudi Arabia (when Saudi government cannot supply)

U.S. Soldiers' and Airmen's Home

U.S. Synthetic Fuels Corporation

Virgin Islands, territorial and local governments of(including Virgin Islands Port Authority)

Washington Metropolitan Area Transit Authority

Water Resources Council

* Financial service/payroll only.

** as cost reimbursement contractors.

African Development Foundation

African Development Fund

American Red Cross

Asian Development Bank

Caribbean Organization

Customs Cooperation Council

European Space Research Organization

Food and Agriculture Organization of the United Nations

Great Lakes Fishery Commission

Inter-American Defense Board

Inter-American Development Bank

Inter-American Institute of Agriculture Sciences

Inter-American Investment Corporation

Inter-American Statistical Institute

Inter-American Tropical Tuna Commission

Intergovernmental Maritime Consultative Organization

Intergovernmental Committee for European Migration

International Atomic Energy Agency

International Bank of Reconstruction and Development (World Bank)

International Boundary Commission-United States and Canada

International Boundary and Water Commission-United States and Mexico

International Center for Settlement of Investment Disputes

International Civil Aviation Organization

International Coffee organization

International Cotton Advisory Committee

International Development Association

International Fertilizer Development Center

International Finance Corporation

International Hydrographic Bureau

International Institute for Cotton (formerly International Cotton Institute)

International Joint Commission - United States and Canada

International Labor Organization

International Maritime Satellite organization

International Monetary Fund

International Pacific Halibut Commission

International Pacific Salmon Fisheries Commission - Canada

International Secretariat for Volunteer Services

International Telecommunications Satellite Organization

International Telecommunications Union

International Wheat Council

Lake Ontario Claims Tribunal

Multinational Force and Observers

Multinational Investment Guarantee Agency (M.I.G.A.)

North American Treaty Organization (NATO)

Organization of African Unity

Organization of American States

Organization for Economic Cooperation and Development

Pan American Health Organization

Radio Technical Commission for Aeronautics

South Pacific Commission

United International Bureau for the Protection of Intellectual Property

United Nations

United Nations Educational, Scientific, and Cultural Organization

Universal Postal Union

World Health Organization

World Intellectual Property Organization

World Meteorological Organization

World Tourism Organization

• The government issues RFPs and vendors reply with proposals

• The government uses GSA Schedules, IDIQ contracts and other commercial-type contract vehicles

• Procurements are planned far in advance

• The government purchases commercial products and services when they are needed

• Purchases are centralized

• Purchases are made in the field

• The government only cares about lowest possible cost

• Government buyers care about overall Best Value for their agency's specific needs

• The government prefers to use large government contractors

• Government buyers are encouraged to use small commercial vendors

• Must have an "in" at the agency headquarters

• Must create business relationships with the actual buyers and users

• The federal government is an entirely separate world

• The government is the nation's largest vertical market

• Government purchasing agents are adversaries

• Government purchasing agents are valued customers

• GSA is an adversary

• GSA is a critical part of your distribution channel

• Success comes with having a separate marketing program for the government

• Success comes with having a separate sales effort for the government

• Success comes from leveraging successful commercial programs to encompass the government market

• Success is more likely when government sales are integrated with, not isolated from the rest of the firm