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Federal Sales Training
- Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop .
Sales Tools
- Federal Official Buyers List
Gain access to contact data for over 29,000 federal buyers; these are the people who "seal the deal," get to know them by name. .
Articles
- Small Businesses and the Federal Market
Knowing your customers is the key to sales success. This is true whether you're selling to public or private organizations... - Selling Services to Federal Agencies
Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market... - How a GSA Schedule Sale is Made
Most federal sales are relationship based. People buy in the federal sector, not agencies, and they need to know everything about what you are selling... - Selling IT: Sales and Marketing Basics
Company managers new to government sales often view governments as bureaucratic bodies from another world, imbued with strange and mysterious procurement rules, rules designed to confuse and even intimidate... - Selling IT: Business Development
In our newsletters, we talk a lot about the importance of advanced knowledge -- knowing about an agency, its people, its nuances and, most importantly, its program goals... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - Finding and Selling to End-Users in the Government
In past installments, we talked about finding the "right" agencies, namely the ones that are interested in buying your company's products or services... - Selling Open Market Items
In past installments we talked about how a contracting officer who wants to buy off the GSA Schedule will sometimes choose to issue requests for quotes (even though the FAR doesn't require it) when: She's not quite convinced yours is the best soluti... - Commitment and Focus in Federal Contracting
In the last installment you learned about some of the realities of federal sales. In this installment you will learn about the need for commitment and focus to overcome the inherent barriers to entry. First, you must commitment to the market... - Modify Your Business Development Strategy as Your Company Grows
Business development is a difficult task for companies new to the federal market. This is particularly true for a company with no federal experience or contacts... - The Guidelines for Winning Public Bids
The success of the General Services Administration (GSA) schedule program and the increased reliance by federal agencies on other Indefinite Quantity Indefinite Duration (IDIQ) contracts have reduced the number of public Requests for Proposals (RFPs... - Selling to Government Cardholders
A number of important changes came out of the federal Procurement Reform Era of the mid 1990s. Perhaps the most significant of these was the emergence of widespread government credit card purchasing... - Small Purchase Government Market Segment
In this installment we talk about small purchases, defined here as government buys in the $2,500 to $25,000 range. We've touched on this subject in past installments. This time we devote an entire installment to it, and get into a bit more detail... - Focus and Commitment Necessary in Doing Business with Government
Throughout the series we've talked here and there about "focus" and "commitment", a couple of words that are easy to toss around: "You've got to be focused." "You must be committed... - Environmental and Energy-Efficient Products
Last week we talked about the importance of "best value" in federal contracting. We emphasized the fact that best value factors are subjective, providing the contracting officer a fair bit of discretion in selecting a winning vendor... - The Government Acquisition Cycle
Good salespeople think about buying cycles. They anticipate the dates that they're likely to cash in. And if times are lean now, they plant the seeds for a bountiful crop later... - Commercial Gaining, Milspecs Waning
Ever hear about that 25-page military specification for chocolate chip cookies? It described more detail than you can imagine about what the cookie had to taste like, look like, etc... - 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...
