The previous installment discussed the motivation of end users in the federal purchasing process. This installment looks at the motivation of contracting officers. Contracting officers are dedicated in their responsibility to follow federal purchasing rules. The rules allow less than full and open competition depending on the size of the purchase and the need for speed and efficiency in making a buy.

Responsibilities of Contracting Officers

Legal responsibility for a contract (signs contract)

Ensuring that requirements for competitive bids have been met

• Monitoring contract performance

Primary Motivation

Successfully accomplishing work tasks and being rewarded with raises and promotions

Ensuring that all rules and regulations have been followed

• Maintaining a contract file that shows maximum possible competition took place

Not Motivated To:

Contract with a vendor which was selected in violation of the rules

The sales message to contracting officers should be: "Our company has a multi-vendor contract which will assist us in doing business with you under federal procurement rules. We were selected for this contract using competitive procedures."

Considering the federal marketplace? Want to increase your federal sales?

One Hour of Consulting with the Author of Rolling the Dice in DC: How the Federal Sales Game is Really Played

Call 301.652.9504 EXT. 110 to arrange a one hour telephone consultation with Richard White, author of Rolling the Dice in DC: How the Federal Sales Game is Really Played. Mr. White will advise you on the specific steps required to enter the federal market and increase your federal sales including the following considerations:

• Market pitfalls, stumbling blocks, and barriers
• Market advantages and upsides
• Investment and recurring costs
• Who buys and how to find them
• Specific first steps
• Small business programs

The consultation will answer the questions: "Should you or shouldn't you enter the federal market and how can I solve my federal sales problems?"

Mr. White is a recognized expert in government marketing and sales. He knows the nuances of selling to governments, including the sales processes used for individual government markets defined by procurement size, multiple award schedule sales, negotiated procurement sales, and proposal writing.

If you need help with any other product sales, call or write as follows: (888) 661-4094 x 8 or sales@thefederalmarketplace.com.