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Selling to the Federal Government: An eBook Primer on Federal Government Contracting by Richard White

• Learn from an expert, discover what successful contractors know
• Find out why your competitors and winning more contracts than you
• Uncover the truth about federal sales
• See how business is really done in the federal arena

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Table of Contents

1. Getting Started
2. Basics of Selling
3. Market Segments
4. Finding Agencies and End-Users
5. Finding Official Buyers
6. Finding Bidding Opportunities
7. Finding Information on Future Procurements
8. Finding Subcontracting Opportunities
9. Selling to the Government Cardholders
10. Small Purchases
11. Focus on Commitment
12. Invitations For Bids
13. Publicly-Advertised RFQ Market Segment
14. Publicly-Advertised Negotiated Procurements
15. Responding To Public Procurements
16. Pricing Bids
17. Managing the Proposal Process
18. Proposal Writing
19. Oral Presentations
20. Debriefings and Protests
21. Multiple Award Schedule (MAS) Contracts
22. Teaming
23. Aquisition Planning
24. Past Performance
25. Performance-Based Contracting
26. Women-Owned Business Contracting
27. Minority-Owned Business Contracting
28. HUBZone Contracting
29. Small Business Contracting
30. Electronic Signatures
31. Government Purchase Cards
32. Electronic Marketplaces
33. Reverse Auctions
34. FACNET
35. State and Local Purchasing
36. Federal Acquisition of Foreign Supplies and Services
37. Record Retention Requirements