Chapter 8 Entering the United States Federal Procurement Market: Success Factors and Barriers for Foreign Firms

Abstract

The US federal procurement market is the largest procurement market in the world. Therefore, it is an attractive market for foreign companies to enter. Existing literature indicates the success factors and barriers for public procurement market entry in general, however not for the US procurement market. To get an in-depth understanding of the US federal procurement market entry process for foreign companies, an expert study was conducted, involving successful foreign companies, procurement market entry consultants, and US government officials. The findings indicate that company-specific factors and product-specific factors can be labeled as “qualifiers,” while relational factors can be labeled “winners.”

Citation

Vehof, T., Ruël, H. and Telgen, J. (2012), "Chapter 8 Entering the United States Federal Procurement Market: Success Factors and Barriers for Foreign Firms", Ruël, H. (Ed.) Commercial Diplomacy and International Business: A Conceptual and Empirical Exploration (Advanced Series in Management, Vol. 9), Emerald Group Publishing Limited, Leeds, pp. 227-250. https://doi.org/10.1108/S1877-6361(2012)0000009012