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GSA Schedules
- GSA Proposal Wizard
Do-it-yourself GSA proposal writing. - GSA Proposal Wizard
Template with step-by-step instructions to write your own GSA proposal . - GSA Compliance System
Implement a compliance system to maintain the integrity of your GSA Schedule contract.
Federal Sales Training
- Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop .
Articles
- Federal Sales and Self Interest, the Contracting Officer
The previous installment discussed the motivation of end users in the federal purchasing process. This installment looks at the motivation of contracting officers... - Can Others Help You Win Contracts?
Winning federal contracts is an expensive and arduous process. It helps if you can find someone to pave the way. The best candidate would be someone, such as a business partner or personal friend, who has a federal customer... - Who Makes a Federal Sale?
A general perception of companies outside the federal market is that the market is unique or special because the public's money is being spent... - Who Will Assist Me in Making a Federal Sale?
A general misconception is that the federal market is unique or special because taxpayer dollars are being spent... - You Can't Learn Proposal Writing from a Book
Crafting a well written and compelling proposal is a complex and difficult task... - Applying for a Schedule Contract
In order to get on the inside government sales track with a Schedule contract, a vendor must go through an arduous application process... - Base Closings Open Opportunities for Contractors
MAY, 2005: BASE CLOSINGS AND REALIGNMENTS ANNOUNCED According to recent GovExec... - Four Cold Calling Tactics
Many readers of "On the Firing Line" have asked about my thoughts on whether it is possible, in the post-September 11th world, to make personal cold calls on federal buyers... - Cold Caller Adventure: State of Colorado
During the week of August 15, 2004, I was teaching a "Winning Government Business" at the Burnsley Hotel at Grant and 10th Street... - Help The Government Solve Problems
Although the federal government is made up of hundreds of agencies, the few that we seem to hear about in the news are the Department of Homeland Security, the military and the Intelligence Community... - Interviewing Your Potential Federal Client is Much Easier Than Selling to Your Client
Sales executives tend to rush into the offices of federal end users and contracting officers and start performing the dog and pony show... - "Getting On" the GSA Schedule
So you're thinking about putting your company's products or services on the GSA Schedule? Maybe you find yourself being pushed and prodded by the "stick": more and more, your government customers are asking you when you'll be getting on the Schedule... - The Realities of the Federal Market
Let’s say you’re a medium-sized information technology company from a Midwestern city and your commercial sales are flat... - Government Programs That Can Assist in Business Development
The fundamental goal of federal business development is to find federal employees who may be interested in buying your product/service... - 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... - Yet Another Contracting Vehicle
In a previous installment, we discussed the wide range of contracting vehicles used to close federal sales. We define the term in its broadest sense; a contract vehicle is a method under which a company may pursue and close a sale... - Locating Those Who Make Purchasing Decisions
To the surprise of many, purchasing decisions are made the same in both the federal and commercial markets. In the commercial sector, end users generally decide on the product or service that best meets their needs... - Invitations For Bids
Publicly-advertised fixed price procurements are made using either a sealed Invitation for Bid (IFB) or a Request for Quote (RFQ)... - Oral Presentations for Government Proposals
When government agency personnel notify you that they would like your company to make an oral presentation, it’s a very good thing... - 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... - 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... - Minority-Owned Business Contracting
In the prior installment, we talked about women-owned business contracting. This week, we discuss the 8(a) Business Development Program and the Small Disadvantaged Business Certification (SDB) Program... - The Gulf Oil Spill and GSA Schedules
So you don't have a GSA Schedule and are wondering if a schedule would help you win gulf oil spill contracts... - 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... - 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)... - 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...
