Start with Fedmarket’s Free Content
Many of our customers have been reading our popular, free content for years. Customer feedback has been very positive and readers report that Fedmarket’s articles provide valuable insight and advice. However, in order to make inroads into the federal market, you must take it to the next level. Participating in one of our federal sales seminars can have an impact that is far greater than merely reading the written word. Seminar attendees have the opportunity to interact with an instructor who has sold successfully in the federal market.
Our instructors present the nuances of federal sales and the subtle factors contributing to success. Students interact with the instructor and other attendees, discuss obstacles they have faced, and share successes and failures. Attendees also learn how to deal with federal customers on a personal level and the do’s and don’ts in establishing relationships with federal end users.
What Do You Get for Nothing
Federal agencies are holding free seminars on how to do business with the federal government. What do you get for free? About what you would expect. The discussions at such free seminars often center on the following topics:
- Getting started and how to overcome bureaucratic red tape;
- How fabulous the federal marketplace is and how the playing field is level for all businesses;
- The federal government’s desire to work with and assist small businesses;
- The government’s willingness to help businesses wade through red tape (notice there is no discussion of introducing you to federal customers who are ready to buy what your sell); and
- The success of the GSA Schedules program and the fact that if a business obtains a Schedule contract, GSA Schedule orders will just naturally flow into the business without the necessity for work on the part of the business or its sales staff.
The federal bureaucracy has to put up a facade that the playing field is level because it is spending public money. Truly open competition is impossible because the careers of federal buyers are impacted by the performance of the companies with whom they choose to do business. Although the government will not admit it, actual competition is limited to say the least. The government’s reluctance to admit to this truism limits the usefulness of their free seminars.
Experienced federal contractors will tell you that the secret to success in the market does not rely on wading through red tape and blindly bidding for contracts. Come to the Federal Sales Academy and learn how federal sales are really made. In spite of the fact that the message may not always be rosy, you will end up saving a lot of sales dollars.
