Business Case for Selling B2G

Business Case for Selling B2G

Business Case for Selling B2G 150 150 Jonathan Poland

A hypothetical example of a business case where a company could potentially double its revenue by securing a specific government contract.

Company Background: ABC Technologies is a mid-sized company specializing in cybersecurity solutions. Their primary offerings include advanced threat detection software, intrusion prevention systems, and secure communication platforms. Currently, ABC Technologies has a strong client base within the private sector, generating annual revenues of $50 million.

Opportunity: The U.S. Department of Defense (DoD) has recently issued a Request for Proposal (RFP) for a comprehensive cybersecurity solution to protect its networks, systems, and communications from potential cyber threats. The total value of the contract is estimated to be $50 million per year for five years, which, if awarded to ABC Technologies, would double its current annual revenue.

Business Case: To win the government contract, ABC Technologies would need to demonstrate its ability to provide a superior cybersecurity solution tailored to the unique requirements of the DoD. The business case for pursuing this contract would include:

  1. Market opportunity: The government contract represents a substantial revenue opportunity that aligns with ABC Technologies’ core competencies in cybersecurity.
  2. Competitive advantage: ABC Technologies has developed cutting-edge cybersecurity solutions that have proven effective in the private sector. These solutions could be adapted to meet the specific needs of the DoD, providing a competitive edge over other bidders.
  3. Expansion of client base: Securing a contract with the DoD would not only increase revenue but also diversify ABC Technologies’ client portfolio, reducing reliance on private sector clients.
  4. Enhanced reputation and credibility: Winning a government contract, particularly with the DoD, could significantly enhance ABC Technologies’ reputation and credibility in the cybersecurity market, potentially attracting new clients and partnerships.
  5. Long-term revenue potential: The initial five-year contract could lead to additional contracts or extensions, providing a steady stream of revenue for ABC Technologies over the long term.
  6. Economies of scale: The increased revenue and production volume resulting from the government contract could enable ABC Technologies to achieve economies of scale, reducing costs, and improving profitability.

Action Plan: To pursue the government contract, ABC Technologies would need to:

  1. Thoroughly analyze the RFP requirements and tailor its proposal to meet the DoD’s specific needs.
  2. Assemble a dedicated proposal team with experience in government contracting and deep knowledge of the company’s cybersecurity solutions.
  3. Develop a detailed project plan, timeline, and budget to demonstrate the company’s ability to execute the contract efficiently and effectively.
  4. Highlight the company’s past successes and case studies to showcase its expertise and experience in the cybersecurity field.
  5. Obtain any required certifications, clearances, or qualifications to be eligible for the government contract.
  6. Submit a compelling, compliant proposal by the RFP deadline and be prepared for potential negotiations or follow-up questions from the DoD.

By developing a strong business case and action plan, ABC Technologies could potentially double its revenue by securing the government contract for the DoD’s cybersecurity solution.

Learn More
Capital Goods Jonathan Poland

Capital Goods

Capital goods are physical assets that are used in the production of other goods or services. These assets are considered…

Professionalism Jonathan Poland


Professionalism is the practice of following the standards and expectations of one’s profession, organization, and role. It involves upholding the…

Demand Risk Jonathan Poland

Demand Risk

Demand risk refers to the possibility of experiencing financial loss or other negative consequences due to a discrepancy between the…

Autonomous Technology Jonathan Poland

Autonomous Technology

Autonomous technology refers to technology that is capable of functioning independently and adapting to changing real-world conditions without human intervention.…

Brand Switching Jonathan Poland

Brand Switching

Brand switching refers to the act of a customer switching from a brand that they were previously loyal to, to…

Technology Theories Jonathan Poland

Technology Theories

A technology theory is a broad idea that has significant implications for technology and its effects on society and culture.…

Marketing Metrics Jonathan Poland

Marketing Metrics

Marketing metrics are a way to evaluate the success of marketing efforts at various levels, such as the organization, team,…

Public Capital Jonathan Poland

Public Capital

Public capital refers to the physical and intangible assets owned and managed by the government for the benefit of society.…

Product Category Jonathan Poland

Product Category

A product category is a classification of similar or related products or services. These categories are often created by a…

Content Database

Search over 1,000 posts on topics across
business, finance, and capital markets.

Brand Equity Jonathan Poland

Brand Equity

Brand equity refers to the value that a brand adds to a product or service. It is the positive perception…

Social Capital Jonathan Poland

Social Capital

Social capital refers to the networks, norms, and trust within a society that facilitate cooperation and coordination. It is the…

What is Promotion? Jonathan Poland

What is Promotion?

Promotion refers to any marketing strategy that is aimed at increasing recognition, awareness, and interest in a brand, product, or…

Customer Convenience Jonathan Poland

Customer Convenience

Customer convenience refers to any aspect of the customer experience that makes it easier and more efficient for them. This…

The Power of Compound Interest Jonathan Poland

The Power of Compound Interest

Traditional finance will explain compound interest as the interest paid on a loan or deposit calculated based on both the…

Service Quality Jonathan Poland

Service Quality

Service Quality is determined by the value it holds for customers. This value can vary from person to person and…

What is Genchi Genbutsu? Jonathan Poland

What is Genchi Genbutsu?

Genchi Genbutsu is a Japanese term that refers to the practice of going to the source or the root of…

Value of Offerings Jonathan Poland

Value of Offerings

Value is a concept that refers to the usefulness, worth, and importance that customers assign to products and services. This…

Public Capital Jonathan Poland

Public Capital

Public capital refers to the physical and intangible assets owned and managed by the government for the benefit of society.…