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GSA Schedules
- GSA Schedules: The Path to Federal Contract Dollars
A book giving you insights on GSA schedules from a long time player in the federal sales game.
Federal Sales Training
- 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community . - Managing Federal Contracts for Continued Revenue
Keep your federal revenues rolling in.
Sales Tools
- Federal Sales Book Series
Get on the "inside" track with the Federal Sales Book Series by Richard White.
Articles
- Two of the Deadliest Proposal Writing Sins
A service company's two greatest assets are its corporate experience and the background of its staff. Often, both assets are not presented effectively in a company's federal proposals... - Get Your GSA Schedule Now Before it is too Late
In previous installments we stated that GSA Schedules are the sales closing mechanism of choice for small businesses. They are always open for bid and they cover all major industries; two critical characteristics unique to GSA schedules... - Schedule-Speak: A New Foreign Language
Small businesses new to federal contracting almost always find the language in GSA Schedules mysterious, confusing, and impenetrable... - When Selling To The Government, You Have to "Dig" For Gold
"One of the largest mistakes I've seen in the business is that companies just scratch the surface of many agencies and never find a dime's worth of business, " said Richard White, Owner of Wood River Technologies and Fedmarket... - Department of Homeland Security - Relationships with GSA Schedules Win Business
When I took my first Fedmarket.com class in mid-2002 called "Selling to the Department of Homeland Security," there were over 70 people in the room drooling for business... - Do You Want To Win Government Business? Do Not Respond to "Public Request for Proposals"
When I started selling to the government, I thought it made sense to see where all of the opportunities were being posted. I found a great spot online: Fedbizopps.gov. I could simply search by word, agency, procurement type, dollar amount, location... - Patience, Persistence, Perseverance Are the Keys to Winning Government Business
When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government... - Training is the Answer
Are You One or More of the Following: New to selling to the federal government Frustrated by the roadblocks you have encountered in selling to the federal government? Experienced with selling to the government but you need a little boost? Tra... - Multiple Award Schedule (MAS) Government Contracts
Overview of the Process The General Service Administration's Federal Supply Service (FSS) operates the federal supply schedule program. The program leverages the purchasing power of the U.S... - Peripheral RFP Requirements
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing, and federal sales... - Proposal Writing: Know When to Fold Them
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing and federal sales... - Federal Market Myths
Two myths about the federal market persist in the commercial sector. They are as follows: Just go to the federal market and pick the low-hanging fruit; and The fruit is ripe and you can pick it quickly... - Federal Procurement is Getting Messier by the Day
The federal procurement system is going south fast. Contracting offices are understaffed and experienced contracting officers are defecting to the private sector... - Sell Then Tackle the Red Tape: Part 1
Companies new to the federal market frequently find that they have encountered a new culture with its own foreign language and requirements (such as red tape, the Federal Acquisition Regulation (FAR), contract boiler plate and countless acr... - The Next Two Years in Federal Contracting
The Next Two Years in Federal Contracting: Some Uncertainties and Business as Usual The next two years in federal contracting will be uncertain in the information technology and defense system sectors and business as usual in others... - Use Proposal Templates, Not Software
If you were to research the web, you would find that software is available to assist in the writing of proposals, including several packages for writing responses to federal Requests for Proposals (RFPs)... - Ride the Wave of IDIQ Contracts
This newsletter is the first in a series of five newsletters about the federal government's increasing reliance on multiple award contracts. The use of Indefinite Delivery, Indefinite Quantity (IDIQ) contracts is becoming more prevalent by the day... - More on the Achilles Heel of Federal Contracting
Proposal writing can be a chaotic experience for federal contractors. Late nights and last-minute crises are frequently a way of life... - IDIQs: The Flavor of the Day
This newsletter is the second in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - Making Sense of IDIQ Purchasing Vehicles
This newsletter is the third in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - GSA Schedules: The Grandfather of IDIQ Contracts
This newsletter is the fourth in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - Blanket Purchase Agreements and Basic Ordering Agreements
This newsletter is the last in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - What is Happening in Federal Contracting?
The news: The Obama administration is, as part of its initiative regarding federal contracting, pursuing an agenda of (i) increasing competition for federal contracts, (ii) promoting openness of competition, and (iii) eliminating fraud and abuse... - Proposal Writing: Filling in the Holes
In your capacity as the proposal manager, you have deconstructed the RFP and developed a proposal outline (template) that outlines what is required... - Would You Issue Public Bids If You Were a Federal Buyer?
Absolutely not, if you could avoid it! Why: Public bids are inordinately expensive and the amount of time it takes to acquire the good or service in question is ridiculously long... - The Strange World of Federal Proposal Writing
Understanding the nuances of federal proposals is analogous to understanding a new language and culture. The world of writing federal proposals can only be fathomed by living in that world for a number of years... - GSA Schedule Changes May Significantly Increase Small Business Contracting
The federal government has not met its stated goal to send 23% of all federal contracting dollars to small businesses. The shortfall represents around $5 - $6 billion annually... - How Are Winning Proposals Written?
The major steps in writing a compelling and effective federal proposal are as follows: Your staff must deconstruct the RFP, sentence by sentence and clause by clause, to build a complete proposal template (outline) which addresses e... - Rebuttal: Are Small Business Advocates Helpful?
In a previous newsletter, we questioned the usefulness of federal small business advocates. We received the following response from a reader which illustrates why companies must perform aggressive, direct federal sales in-house... - Looking at the Federal Market Through a Crystal Ball
What is happening to the federal market? Our crystal ball is no better than anyone else's but here's our take. The budget crunch will have a negative impact... - Proposal Writing: The Devil is in the Detail
In our previous newsletter, we stated that the most crucial step in federal proposal writing is deconstructing the Request for Proposal (RFP) sentence-by-sentence and clause-by-clause in order to build a complete proposal template (outline)... - Contracting with Federal Civilian Agencies is Easier Than Defense Agencies
The Washington press announced recently that thousands of defense jobs may be eliminated, including those related to large defense contracts. This is clearly very bad news for defense contractors... - Selling in the Federal Marketplace
Up until the actual close of a sale, selling in the federal market is essentially the same as selling in the commercial market... - Know When to Hold Them and Know When to Fold Them
A well-known country and western song is a good metaphor for deciding when and when not to write a federal proposal. Your chips are your precious proposal-writing resources... - The Benefits of an IDIQ Contract
Recent installments have discussed the federal government’s unending march to award federal contract through Indefinite Duration Indefinite Quantity (IDIQ) contacts... - Reasons Proposal Deadlines Are Missed
Companies that either miss or nearly miss proposal submittal deadlines usually don't trumpet their stories to their cohorts. After all, it is not exactly a badge of courage... - Where is the Needle in the Haystack of Federal Contract Opportunities?
The first step to winning federal business is to invest in an aggressive, direct federal sales program. Notice the word "direct." Resellers can sell some of your products but services have to be sold by you... - Beat the Proverbial Proposal Receipt Time Stamp Machine
Everyone has heard the stories of delivery vehicles screaming down the Beltway only to just make or miss a proposal filing deadline. Or the stories of proposals that never made their destination due to mishandling by delivery services... - Squeezing the Procurement Sponge: IDIQ Contracts Limit Competition within the Rules
This in the first in a series of six (6) newsletters about federal Indefinite Delivery/Indefinite Quantity (IDIQ) contracts and their growing importance in the federal market... - IDIQs Keep Getting Bigger as More are Issued
Indefinite Delivery / Indefinite Quantity contracts (IDIQs) are funded when individual task orders are issued for competition among the companies that have received awards... - Which Flavors of IDIQs Should Our Company Seek?
The federal government doesn't actually know the number of active IDIQs but rough estimates are that the number exceeds 2,000 and is increasing at an annual rate of approximately 30%... - The Sensitivity of GSA Schedule Contract Modifications
GSA Schedule contract modification requests are comprised of a series of specific documents required by GSA to change a GSA Schedule contract, e.g., product or service updates, price changes, and name change... - More on Selecting the Best IDIQ
With thousand of IDIQs out there, developing a sales strategy can be a tangled mess. However, it may not be as challenging as you might have originally thought... - We Won an IDIQ, Now What
Our previous newsletters discussed the trend in the federal government towards the use of Indefinite Delivery Indefinite Quantity (IDIQ) contracts to speed up the federal buying process... - Selling Using an IDIQ
Indefinite Delivery/Indefinite Quantity (IDIQ) contracts vary from agency to agency and there are a number of different types... - Don't Write Losing Proposals
Don't write losing proposals. Some would say this is a trite and simplistic statement and others would say this is one of the secrets to success in the federal market... - GSA Schedule Price Increases
GSA Contract Modification: Simplify and accelerate GSA schedule contract modification preparation with Fedmarket's new GSA eModification... - More Small Business Opportunities Under GSA Schedule Contracts
Effective November 2, 2011, the Federal Acquisition Regulation (FAR) was amended to allow federal buyers who want to purchase through GSA Schedule contracts to set aside opportunities for small businesses... - Comparing Bidding Strategies for IDIQs and Public Bids
Our experts have preached for years on end that companies should be exceptionally cautious about bidding on single award, public bids... - Proposal Writing Costs
The costs associated with writing a federal proposal are increasing as the federal government adds more red tape to the procurement process... - Acronym: IDIQ Contract
Companies new to the federal market often find the alphabet soup of acronyms like IDIQ to be madly confusing. As defined by Wikipedia and shortened here: IDIQ is a contracting acronym meaning Indefinite Delivery Indefinite Quantity...
