Once you've hired the full-time sales person, made the direct sales calls, established a relationship with the end user, and sold your product or service, you figure you're done, right? No. Vendors need to make it easy for the end user or contracting officer to choose their product or service. Contracting Officers tend to be over burdened with work and end users sometimes lack knowledge of purchasing rules and procedures. Companies make it easy for procurement officials by already having a pre-approved selling contract such as a GSA Schedule. Once you have a GSA Schedule, you have to help your customer move the deal step-by-step through the procurement process. The amount of help required depends on a buyers workload and experience with the procurement process.

You can't make it easy for your customer if you don't know all of the rules, procedures, and nuances related to your closing vehicle (GSA Schedule or similar multi-vendor contract.) You must know when it is appropriate to help and when it isn't and you can only determine by asking "what can I do for you to get this deal closed".

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.

A GSA Proposal Solution Designed Specifically for Small Businesses   

GSA Schedules eLab - Develop your GSA proposal in 3 days at our eLab. Fedmarket provides you with a Request for Information (RFI) prior to your arrival at our eLab.  You are instructed to bring the requested corporate data with you to the course. Attendees should, with the assistance of our GSA staff, complete their GSA offer prior to the end of the eLab's third day. Many attendees complete the process and leave with a completed proposal within two working days.  If you are unfamiliar with the proposal process, the GSA eLab is the solution for you.  The GSA eLab is offered monthly at the Federal Sales Academy in Bethesda, Maryland. Read more...

Sign-up for our GSA Proposal Preparation eLab today!

To learn more about our GSA products and services, 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.