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From FedMarket.com Federal Sales Companies new to the federal market usually run into a glass wall when attempting to make their first sales. The wall can be penetrated with persistent and aggressive direct sales efforts. Once you get through the glass wall, you can sell based on value rather than on price. And best value is defined broadly in the FAR. My father used to say, "Son, you get what you pay for." In the past, federal government buyers made purchasing decisions based primarily on price considerations. While price is still important, the government has modernized its regulations to allow buying decisions based on best value. As a taxpayer, you should be happy about best value purchasing decisions. As a sales person, it's an answer to your prayers. It gives government buyers the latitude to use their judgment and the sales person the opportunity to sell quality, features, benefits, results, and past performance. All of these factors can be considered in determining best value. Direct sales will pay off in the long run as long as you are selling quality and value. This article is an excerpt from the new book "Rolling the Dice in DC". The book is written for managers and sales people and describes the day-to-day dogfight of competing and winning in the federal market. Read this book if you want to know the good, bad, and the ugly of the federal market, what it takes to enter the market, and the potential returns. The Federal Sales Academy Travels to Chicago, Illinois and Atlanta, Georgia
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Register Online - Click Here Find Federal Contracting Personnel Near You There is no other product on the market like FedBuying Intelligence (FBI), FBI offers key contracting information based on your product or service. You don't have to sift through data that is not relevant to you. You define your search criteria and five-years of contracting data is returned to you. You can drill down and find contacting personnel in your immediate geographic area. You have the option to drill down by Agency, Contracting Office, and Contracting Location and see the individual buyers close to you, and each individual buyers purchasing history. The contracting office data can be filter by zip code and state. A spreadsheet of contact data can be downloaded for the federal buyers near you. FBI Data is Updated Every Two Hours! FBI is perfect for creating targeted lists for cold-calling, email and direct mail marketing campaigns. Don't waste your resources sending mass mailings; contact only those who buy what you sell. Save your market research dollars and quickly pinpoint the pockets of federal businesses near you. Read more about the features and benefits of FBI visit http://www.fedmarket.com/products/benefits-fbi.shtml.
If you need help with any other product sales, call or write as follows: (888) 661-4094 x 8 or sales@thefederalmarketplace.com. © 2005 by FedMarket.com |
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