Many companies looking to win federal contracts spend large portions of their annual budgets on marketing, business development, and capture planning. Often, these businesses are the very same companies that have not invested in one dedicated federal salesperson. The absence of experienced salespeople is the reason that so many businesses fail in their quest to win government business.

Designations, such as those associated with small disadvantaged businesses or veteran-owned businesses, are not guaranteed to bring in contracts. Federal programs, which set aside millions of dollars for businesses with certain economic and social classifications, are extremely important and needed in the federal marketplace. But federal end users and contracting officers do not seek out these types of businesses. It's up to a company's representatives to directly sell the fact that they have a certain status, like an 8(a) disadvantaged business designation.

Direct sales calls and maintaining established relationships also ensure that the end user knows that your product exists. This sounds like Business 101, but you'd be amazed at how often this simple step is overlooked. I hear from dozens of business executives on a weekly basis who ask me, "I have my approved price lists. Where are my government orders?"

End users and contracting officers don't make selections by throwing a dart at a list of approved vendors and buying from the company that the dart lands on. Holding a multi-vendor contract is not an equal opportunity set-up; buying decisions are made based on past track records and information gained from personal interactions. Business goes to the vendors the end user trusts and this means putting in the effort to establish and maintain working relationships with targeted agencies.

Federal Sales 101: Winning Government Business

Participating in the federal sales game can be an extremely frustrating and overwhelming endeavor. Chasing down leads often turns into an exercise in trying to negotiate your way through a maze with many, many dead ends. Our seminar "Federal Sales 101: Winning Government Business" will put managers and sales people on the right path to establishing immediate relationships and closing government business. The seminar is led by Federal Sales Academy Director and "On the Sales Firing Line" columnist, Eileen Kent. Read more...

Sign-up today for the next "Federal Sales 101: Winning Government Business" class!

To learn more about this seminar, call 866-519-4482, Ext. 110 for assistance.

SBA 8(a) Program Application eLab

Today's 8(a) Business Development Program is strengthened and improved to be a truly effective business development vehicle.

Completing and submitting a SBA 8(a) Program application is a daunting task for companies. Most people do not like to write and complete complicated forms, and the problem is compounded by government red tape. This is particularly true for people working in small businesses who are inexperienced in federal contracting.

Our solution to the problem is the SBA 8(a) Program Application Preparation eLab. The eLab is a two-day event held in Bethesda, MD. Our instructors walk attendees through the application process and assist them in leaving the eLab with a completed SBA 8(a) Program application. Read more...

Sign-up for our SBA 8(a) Preparation eLab today!

To learn more, call 866-519-4482, Ext. 110 for assistance.

Call Fedmarket's sales staff at (888) 661-4094, Ext. 8 with questions concerning these or any other products or services Fedmarket offers. E-mail inquires may be sent to the following: sales@thefederalmarketplace.com.