Two myths about the federal market persist in the commercial sector. They are as follows:

1. Just go to the federal market and pick the low-hanging fruit; and 
2. The fruit is ripe and you can pick it quickly.

The federal market is exceptionally lucrative, provides great leverage and is self sustaining. That's the good news. The bad news is that sales lead times are long and federal proposal writing is inherently expensive and emotionally draining.

A typical scenario is as follows.  Your CEO announces, "Our commercial business has dramatically decreased. Go get federal revenue. And, by the way, do your current job as well. Note that we need the revenue next quarter." This scenario is unrealistic unless you are selling commodities.

Richard White, author of "Rolling the Dice in DC: How the Federal Sales Game is Really Played," is available to discuss the federal market and the positives and negatives of the market.. Call 301.908.0546.

Fedmarket's back-to-back courses for government sales are coming to Las Vegas, NV on November 29 and 30, 2010.

Federal Sales 101: Winning Government Business will teach you the secrets to successfully winning the deal and the keys to following the protocols of the contracting officers and determining the needs of your government customers. 

Writing & Managing Winning Proposals teaches you the keys to integrating proposal writing with selling and how to make discerning choices pertaining to responding to only those proposals you have a good chance of winning.

Call 301 652 9504, Ext. 2 for more information or to register today.

Call Fedmarket's sales staff at 301 652 9504 and press 2 if you have questions concerning these or any other products or services Fedmarket offers.

Regards,
Richard White
President
Fedmarket
rwhite@thefederalmarketplace.com
301 652 9504 Ext. 118 (office)
301 908 0546 (cell)

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For inquiries, call 301 652 9504. Press 2.