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The U.S. Government market is the largest single market in the world and the Selling to U.S. Government team has the expertise and experience to ease your entry into the market. This is done through a combination of personal assistance and ongoing updates and guidance. 
The fundamentals of the U.S. Government market are provided in the 'Selling to U.S. Government Guide'. This guide is an introduction and is intended to provide you with an overview of the market. After reading the guide you should contact the Selling to U.S. Government team to begin the process of developing a plan to enter the market. The guide should be used as an ongoing reference for all companies in this market regardless of their level of experience.
The steps in the guide are iterative and you will find it valuable as a reference.
Download the complete guide (PDF), or browse by chapter:
Austrade's Selling to U.S. Government Team
Left to right: David Kutchinski, Paul Adler, Alexander Jeglic,
Daniel Sullivan, Katharine Heather (not pictured)
Austrade Selling to US Government Team Special Announcement
US Government’s new counter-terrorism (CT) requirements
Austrade’s Selling to US Government Team attended a pre-release briefing for industry, which provides advanced access to information relating to the US Government’s 2007 CT requirements. The requirements are announced via two Broad Agency Announcements (BAA) which are slated for public release early March, 2007. Further information is available.
The Selling to U.S. Government Team has over 60 years of experience in the U.S. Government market. They have the knowledge, networks and expertise to accelerate your company’s entry into the market while minimising business risk.
The Australia United States Free Trade Agreement (AUSFTA), which came into effect on January 1, 2005, increased access to this important and lucrative market. Since then, the team has assisted over 35 companies close over US$100 million of export sales in the federal, state, and local markets.
Austrade provides services for Australian companies looking to sell to the U.S. Government at home in Australia and locally within the United States.
Katharine Heather at Austrade Sydney works with Australian exporters on their export plans for the U.S. Government sector and provides advice and tips on maximising your approach to U.S. Government departments and agencies. With a background servicing the technology sector, Katharine can help you to understand relevant government programs, major events and initiatives of interest to your company. Katharine can also connect you with our market specialists in the USA.
Contact Katharine at usgovaccess@austrade.gov.au.
Please also find a list of the members of the Austrade team in the United States below: this list summarises their respective skills, sectors and key U.S. agencies for which they are responsible.
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Skills |
Key sectors |
Key agencies |
Education |
Daniel Sullivan
Trade Commissioner |
Research
Business planning Joint venture
Capital raising
Embassy liaison |
Homeland Security Systems
Counter terrorism R&D |
Department of Homeland Security
State Department
|
RMIT Bachelor of Business
Melbourne Business School, MBA |
Paul Adler
Business Development Manager |
Teaming with systems integrators
Networking
Govt sales process
Business matching |
IT solutions
eGovernment
Gulf reconstruction
|
State & Local Govt.
Dept of Agriculture
Dept of Commerce
Dept of Energy
Dept of the Interior
Dept of Transport |
Duke University, B.S. Economics
University of Maryland, MBA
|
David Kutchinski
District Manager |
Research
Opportunity identification
Govt sales process
Product development |
Electronic warfare
UAV
Fire & Law Enforcement
Equipment for Special Ops.
|
Environmental Protection Agency
Dept of Defence
Tennessee Valley Authority |
Texas A&M, B.A. Geology
Texas A&M, B.A Psychology
|
Alex Jeglic
Business Development Associate |
Research
Regulatory facilitation
Documentation review
Immigration advice
Business entity selection |
Health IT
Justice solutions |
Dept of Health & Human Services
Dept of Veterans Affairs
Dept of Justice |
Carleton University, B.A., Law
Loyola University Chicago, J.D.
George Washington Law School LL.M.
Cornell Law School
Certificate in Intl. Law |
Success stories
Australian companies have had success in the U.S. Government market. Their successes have resulted in lessons learned which can assist you in your efforts in the market. Please review these success stories and consider how the approaches to the market of other companies may translate into how you plan to enter the market. The members of the Selling to U.S. Government team are familiar with these success stories and can work with you to apply similar concepts to maximise your success in the market.
Vigil Vignette (PDF, 1.75MB)
Mediaware Vignette (PDF, 1.75MB)
Tower Vignette (PDF, 1.75MB)
Monthly newsletter
It is important to keep up-to-date on key issues and events in the U.S. Government market. The Selling to U.S. Government Team helps you achieve this by publishing an electronic newsletter. Subscribe now!
Issues of our newsletters are also available:
June 2006
February 2006
November 2005
September 2005
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