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Federal Sales Training
- Federal Sales 101: Winning Government Business
Fedmarket's most popular course, eight-years in the running. Whether you are new to the marketplace or a seasoned veteran this class will jump start your sales endeavors.
Articles
- Be Proactive to Win Federal Dollars
Proactive methods have governed sales approaches for products and services since the days of Willy Lowman. The same basic principles remain the keys to success in federal sales... - Public Bids are too Late
Bids funded by stimulus dollars are being posted at agencies web sites by federal state, and local agencies. Some public bids are in an Invitation for Bid (IFB) legal format (fixed price, low bidder wins). IFBs are usually used for construction projects... - Are Federal Bids Wired?
A common perception about federal public bids is that they are "wired," implying that the bid is set up or rigged to favor a particular company... - Wild Cards Can Delude You
An attendee at one of our proposal writing seminars stated that her company calls blind bids on FedBizzOpps solicitations "wild cards". Every once in a while when the stars line up correctly they play a wild card and they won one last year... - Full and Open Competition
Public bids under the federal government's "full and open competition rules" are horrendously inefficient. End-users and official buyers do not like to use public bids... - 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... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - GSA Schedules from the Viewpoint of the Buyer
Imagine that you’re an overworked official federal buyer, and an end-user requests your services in making a buy... - Federal Sales Require Patience, Persistence, and Perseverance
Companies new to the federal market typically do not understand the lead times required to make a federal sale... - Loss Avoidance as a Sales Tactic
Companies hoping to land large federal sales opportunities quickly discover that bids offered under a public, Request for Proposal (RFP) are often expensive prospects to bid upon... - GSA Schedules and Sales Costs
We have previously discussed that a business may have to invest $25,000 to $75,000 (in terms of sales costs) to obtain a GSA Schedule... - Invitations For Bids
Publicly-advertised fixed price procurements are made using either a sealed Invitation for Bid (IFB) or a Request for Quote (RFQ)... - Responding to Public Procurements
In previous installments we discussed how to sell in the publicly-advertised IFB, RFQ, and RFP markets. In this installment we discuss how to respond (prepare a bid) to bid requests... - Pricing Government Bids
Pricing your bid correctly (or not) directly affects two fundamentally important areas of your business: (1) whether you win or lose the bid, and (2) whether you gain profit or suffer loss on the contract... - 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... - Contract Bundling
The number of bundled contracts awarded by federal agencies has reached a 10-year high, hurting small businesses, according to a recent report by the Small Business Administration (SBA)... - Buy Your Staff Into the Proposal Writing Process
As you probably realize our proposal writing mantra at Fedmarket.com is: "Write less, win more." Write proposals for the rebids of incumbent contracts and the opportunities you have presold... - Proposal Writing: Sweet Spot Bidding
Our previous newsletters have stressed that companies should not respond to public bids unless they have a relationship with the customer. While this is generally true, the following are exceptions... - 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... - 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...
