Sales Wisdom from a Long Time Player in the Federal Sales Game

A look at how the insider's game is played inside the "New Silicon Beltway"

  • How competitive is the market?
  • Who wins federal contracts and why?
  • Why it is an insider's game?

A complete "how-to" on winning federal contracts inside and outside the Beltway.

Rolling the Dice in DC - Table of Contents

Table of Contents

Chapter 1  Growing Market  06
Chapter 2  The Market: Truths and Misconceptions  12
Chapter 3  The Book of Rules  23
Chapter 4  The People in the Process and How They
  Are Motivated  
Chapter 5  Multi-Vendor Contracts  32
Chapter 6  GSA Schedules  39
Chapter 7  The Federal Sales Process  46
Chapter 8  Selling Solutions  56
Chapter 9  Developing a Federal Sales Program  64
Chapter 10  Government Relations  73
Chapter 11  Small Businesses and Federal Sales  85
Chapter 12  Writing Federal Proposals  95
Chapter 13  Congress Controls the Game  110
Chapter 14  Re-establish the General Services Administration's
  Central Role in Procurement  
Chapter 15  Redefine Federal Service Contracting  122
Chapter 16  Consolidate Small Business Preference Programs  128
Chapter 17  Improve the Current Procurement System  133
Chapter 18  Talk to Your Congressperson  137

Rolling the Dice in DC

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