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You're now plenty familiar with B2B and B2C. Now there's B2G, or business to government.
Governments don't operate online marketplaces in ways familiar to suppliers, but they are active users of official websites to market and manage procurement. The U.S. Government procures many billions of dollars each year via the Internet, and if you add foreign governments and multilateral organizations supported by national governments to the mix, you have eye-watering sums of money for the earning.
It's all for big, well-connected global companies you say. Not necessarily.
Small companies bidding on projects is not as rare as you might think. The numbers could be much larger if companies like yours knew about them.
Well, you insist, the projects, especially those involving bilateral foreign assistance are "tied" to the businesses of the donor country. Sometimes this is the case, but you know it up front. In the case if free trade agreements, local preference is specifically not allowed.
Shaking up local preference
Take the case described in this video, where Chilean officials told a smaller U.S. company specializing in earthquake construction that local preference was the reason the U.S. firm didn't get the job. The company complained to a branch of the U.S. Commerce Department that enforces trade agreement including the U.S.-Chile Free Trade Agreement.
The governments met to review the text of the agreement and agreed that the U.S. company should have been selected over the Chilean competitor, as they had the best technology for the best price. Too late for a do-over but the next attempt should go better, and earthquakes in Chile won't go away anytime soon.
Another strategy for the smaller company is to monitor the Request for Proposals and awards to see who submits and gets them. You then contact them and see what subcontracting opportunities there may be.
Taxpayer dollars support government technical assistance in competing for this business. The U.S. Commerce Department has Foreign Service officers assigned to the multilateral development banks. Their job is to make U.S. businesses aware of opportunities, consult on the preparation of bidding documents, and advocate throughout the process. Participating banks include the World Bank, European Bank of Reconstruction, Africa Development Bank, Inter America Development Bank, and the Asia Development Bank.
Anecdotally, we've heard that while U.S. companies are relatively rare in pursuing bank business, Chinese and Korean businesses are far more active, this despite that those languages are not officially spoken at the banks.
Other organizations to prospect are the North Atlantic Treaty Organization (NATO) and the United Nations. Closer to home there are numerous U.S. Government agencies that purchase goods and services for international projects, and many smaller U.S. companies get there first international experience via winning this business. Opportunities are generally published in the Federal Register and available online.
It would be great to have an app that aggregated all opportunities by business line and sent them to your inbox. In the meantime, you'll have to monitor the sources of info yourself.
We at WPG suggest starting with the U.S. Federal Government, since these agencies by law must set aside a portion of their purchasing dollars for qualified small, women and minority-owned businesses. If you are a non-U.S. business, you can compete and win U.S. government contracts just like U.S. companies can.
| Product Model | Inside Diameter | Outside Diameter | Thickness |
| NUKRT120/3AS NTN | 42 | 120 | 53 |
| NUKRT100/3AS NTN | 36 | 100 | 46 |