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Federal Sales Training
- Bid Protests
How To Keep The Deals You Win And Get The Ones You Lose.
Proposals
- RFP Templates
Templates for standard RFP responses.
Articles
- Obama and Federal Sales
Your crystal ball is as good as mine. Mine says the following will happen to federal contracting under the new Obama administration. War spending will go down, slightly impacting DOD contractors negatively... - Entering the Federal Market
You are a small to medium sized business located outside the Washington, DC area and you have decided that you want to enter the federal market. What should you do? 1... - Proposal Writing Is Not Going to Go Away
Most owners of small and medium-sized federal contracting companies wish that writing proposals was not a requirement of doing business with the federal government... - GSA VETS GWAC To Open Opportunities For Service-Disabled Veteran Businesses
Note from the Author, Eileen Kent: In past "On the Sales Firing Line" articles, Fedmarket.com revealed that veteran groups have been asking for more contracting dollars since DOD has awarded $514 million a year, or only 0... - End User Spotlight: Facility Managers
According to the International Facility Management Association, facility management "is a profession that encompasses multiple disciplines to ensure functionality of the built environment by integrating people, place, process and technology... - "On the Sales Firing Line" Columnist Explores the DHS Website and Headlines for DHS Opportunies
The following are snippets or summaries of stories that sales executives should read to see if there are any areas in which your company can be "of assistance" to the Government. When you read these stories, don't read them as a citizen... - Small Businesses, Take Note...
While 2005 is starting to 'ramp up' to be a successful year for savvy federal contractors and prime vendors, we all know that we need to continue to fill the pipeline through brand identity and face time in front of our potential federal buyers and ... - 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... - The Only Way To Uncover Government Business is to Focus, Focus, Focus!
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." It seemed overwhelming and a little frightening... - Goal for 2006 - Focus, Focus, Focus
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." The process seemed overwhelming and a little frightening... - The Katrina Response Report is Out and the Government is in Pain - It's Your Turn to Find the Problems and Fix Them!
The following is a sampling of the headlines and quotes I've heard or found in the media lately. In summary, the stories indicate that the government is in dire need of your assistance. WASHINGTONPOST... - 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... - More Hot News Puts Private Sector "On the Sales Firing Line"
It seems that I see more and more headlines that virtually beg you to make the cold call. The government is literally pounding the table asking for your help... - Selling IT: Introduction to the Government IT Sector
Governments at all levels are becoming citizen-centric in delivering services, e.g., developing Internet portals that provide single points of entry for citizens and businesses... - 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... - 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... - Business Development - The Key To Federal Sales
In an earlier installment we said that you will chase your tail if you lack a laser-like focus in the federal market. Business development is the process used to identify potential buyers (end-users and official buyers) for your product or service... - Starting Out the New Year - Government Contracts
Like many companies, you would undoubtedly like to add federal government revenues to your 2004 commercial sales. It is the time of year for the proverbial resolutions; we would therefore suggest the following if you are new to the federal market... - Think Twice Before Chasing Dollars from New Federal Programs
Newly emerging federal programs, which seem to be materializing with increasing frequency, include: The War on Terrorism (primarily located within the US Department of Homeland Security and the Department of Defense) The Reconstruction of Iraq N... - Proposal Evaluation: How Final Decisions Are Made
Defense wins in the National Football League and it wins in government proposal writing. You must write proposals with a goal of avoiding elimination while at the same time writing a customer-centric proposal... - Entry into the Federal Market
Our readers frequently inquire about the difficulties associated with entering the federal sales market... - 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... - Invitations For Bids
Publicly-advertised fixed price procurements are made using either a sealed Invitation for Bid (IFB) or a Request for Quote (RFQ)... - Publicly-Advertised RFQ Market Segment
Requests for Quotes (RFQs) Since the advent of major procurement reform, the federal government and selected state and local governments are now using requests for quotes (RFQs) to buy commercial products and services... - Overall Government Contract Evaluation Process - Past Performances
In selecting winning vendors, federal, state, and local governments have typically looked at past contract performance information as part of their overall evaluation processes... - Past Performance
Federal, state and local governments have engaged in performance-based contracting for a long time. We've witnessed a dramatic upswing, however, in the last few of years, especially at the federal level... - Blanket Purchase Agreements
A blanket purchase agreement (BPA) is a simplified acquisition method that government agencies use to fill anticipated repetitive needs for supplies or services. Essentially, BPAs are like "charge accounts" set up with trusted suppliers... - Other Government Transactions
When people speak of "government contracting" or "doing business with government," there is the tendency (and we’re as guilty of this as anyone) to equate such terms with "government procurement," as if they’re all one and the same... - OMB Circular A-76 Changes
In a previous installment we talked at some length about contractor outsourcing opportunities that arise out of the FAIR Act and OMB Circular A-76... - Become an Incumbent Contractor
Once you make a sale, you can use your company's stellar performance on a federal project to leverage more sales...
