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From FedMarket.com Federal Sales The previous installment discussed the motivation of contracting officers in the federal purchasing process. This installment looks at the motivation of small business specialists (advocates). Small business specialists want to help small businesses but it is difficult for them to do so. Small business specialists and contracting officers try to avoid giving out the names of end users because of the high number of sales calls they will receive if identified. Thus, small business specialists try to promote the use of small businesses in general and tend not to favor individual companies. Responsibilities of Small Business Specialists
Primary Motivation
Not Motivated To
The message here is to let small business specialists know that you understand their dilemma. They will help if they can.
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:
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. Regards, © 2005 by FedMarket.com |
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