5 Resources to Help You Sell to the Government

The U.S. government has a considerable IT budget VARs and MSPs can tap into – with a little help.

Many managed services providers (MSPs) and value-added resellers (VARs) overlook a prospect with a considerable budget that consistently buys IT products and services year after year. The U.S. government. Consider these four statistics about U.S. government information technology spending:

1. For FY 2024, the federal government has budgeted around $74 billion to support civilian federal government agencies’ IT needs. Another area reflecting current government priorities is the Department of Veterans Affairs, which saw a dramatic rise in funding to approximately $11 billion in the FY 2024 budget. This represents an increase of over $2.3 billion year over year.

2. The U.S. government plans to spend $12.7 billion on cybersecurity in 2024. This is a 13 percent increase over the prior year’s budget and reflects a commitment to best practices in cybersecurity, including the defense of critical infrastructure and positioning toward a digitally-enabled future.

3. As government agencies modernize their IT environments, Deltek forecasts growth in demand for cloud computing from $15.9 billion in FY 2023 to $23.5 billion in FY 2027.

Can you think of any other prospect that can equal that opportunity?

Resources to Help You Break into Government Contracting

But even though the potential is excellent, selling IT solutions and services to government offices and agencies can be intimidating. Fortunately, there are a variety of programs and organizations that can help you enter and find success in the government market. Here are six resources that can provide you with the information and guidance you need:

1The Small Business Administration (SBA) Mentor-Protégé Program

The SBA Mentor-Protégé program matches small businesses new to government contracting with experienced contractors. Mentors can provide businesses new to the space with guidance on accounting, marketing, planning, and assistance with bidding, acquisition and performance processes. Mentors also can offer general services like human resource sharing or security clearance support. In addition, the SBA provides a course to help you determine if your business is a good fit for the program.

2The Small Business Administration 8(a) Business Development Program

This program is designed to help small businesses owned by socially or economically disadvantaged people compete for government contracts. The program provides business training, marketing assistance, and executive development and offers the services of specialists who can help eligible businesses through the federal contracting process. In addition, participants can form joint ventures through the SBA mentor-protégé program.

3SBA Courses, Videos and Events

The SBA offers a variety of educational resources. For example, the association provides access to videos about the SBA’s HUBZone program or how to sell to the government. Additionally, the SBA holds events providing information on government contracting for prime and subcontractors.

4GSA Training Programs

The General Services Administration (GSA) offers workshops, conferences and seminars nationwide and online to help businesses get on the GSA schedule and market themselves successfully. The GSA also provides resources specifically for small businesses.


FedBizOpps.gov has become SAM.gov. This website provides links to acquisition policy, regulation and compliance information that you will need as a federal contractor.

The More You Know

Study the opportunity to sell IT solutions and services to the federal government and the resources available to help your VAR or MSP business succeed. These facts will help you decide whether to focus time and resources on entering this vertical.