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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. - Webinar: Selling to the Government from Your Own Backyard
Take 90-minutes and walk away with new approaches to selling to the federal marketplace locally. - Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop . - Webinar: Understanding IDIQ, BPA, BOA, GWAC and GSA Contracts
Define the types of contracting vehicles available to contracting officers that will help them award you a contract quickly, and within the rules. . - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community . - Winning Federal IDIQ Contracts
Indefinite Delivery / Indefinite Quantity (IDIQ) multi-award contracts are the wave of the future .
Articles
- What is a GSA Schedule?
A GSA schedule is an unfunded, five-year contract listing the prices the federal government has agreed to pay for a vendor's commercial products and services... - The Similarities and Differences Between Commercial and Government Sales
Most people outside Washington, D.C., view the federal market as strange and unique. The truth is, it is and it isn't. On the sales side, the federal market is identical to the commercial market... - Rules of the Road for GSA Schedules
The rules governing GSA schedules are set out in Federal Acquisition Regulation (FAR) Subpart 8.4. They can be accessed at: http://www.arnet.gov/far/farqueryframe... - Why Vendors Like GSA Schedules
GSA aggressively promotes the use of GSA schedules to buyers across all federal agencies using the war chest accumulated from the industrial funding fee charged to GSA vendors... - Closing a Sale Part Two
Companies holding multi-vendor contracts minimize the amount of competition they face since a public bid isn't necessary... - Green Your Revenue
The Obama administration announced recently that the proposed infrastructure initiative will include: Information Technology for school systems Internet access for rural and underserved communities Green technology for federal facilities The info... - Options for Closing Federal Sales
In the previous installment we discussed making federal sales up to the point of transacting the deals (signing a contract). Transacting or closing the deals can be done in several ways... - Make it Easy for Federal Buyers
Once you've hired the full-time sales person, made the direct sales calls, established a relationship with the end user, and sold your product or service, you figure you're done, right? No... - Become an Insider in the Federal Market
Consider becoming an insider and share in the fruits of the world's largest market. Remember, the insiders were outsiders at one point in time and the game is not that tough to play once you understand it... - The Best Closing Mechanism
GSA Schedule contracts are the best closing mechanisms for small and medium-sized businesses that cannot afford to hold several multi-vendor contracts... - More on Closing Federal Sales
The last installment discussed various ways to close federal sales. Among all closing mechanisms, multi-vendor contracts are becoming the favored way to close federal sales if you are lucky enough to have one... - Public Bids as a Closing Procedure
Why would the federal government select a public bid as the closing procedure of choice given the horrendous lead time and cost involved? Federal contracting officers do their very best to avoid them... - How to Close a Federal Sale
Making sales in the commercial sector can be difficult but closing a sale usually isn't... - Insights on Closing a Federal Sales
The commercial and federal markets are basically identical in that you have to make one-on-one sales calls to end users in order to sell your product or service... - Keys to Success in Federal Sales
Attendees at our federal sales seminars frequently ask us to summarize the keys to success in federal sales. Successful federal contractors all possess the following traits: * A willingness to invest in direct sales (i.e... - Don't Waste Your Precious Proposal Resources
Your most precious proposal resource is your technical staff. Their morale and attitude is critical to contract performance and the production of high-quality proposals. Don't waste this resource by losing 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... - GSA: It's All in the Details
GSA Schedule solicitations are unique in that they are always open and a vendor may submit a proposal at any time. Normally, federal solicitations for products and services have a closing date for proposal submittal... - Selling to the Feds
Federal end-users, such as human resource program managers, engineers, or facility managers, make most purchasing decisions. As the term implies, the end-user is the person who will actually use the service... - New Women Owned-Small Business Posts $2.5 Million!
United MedEvac Solutions, Inc., (UMS), was formed in April 2005 as a Women-Owned Small Business by Danielle "DeDe" Wilson (President) and Larry W. Case (Vice President) as a result of an immediate need for Ft. Hood's on base air medical coverage... - Base Closings Open Opportunities for Contractors
MAY, 2005: BASE CLOSINGS AND REALIGNMENTS ANNOUNCED According to recent GovExec... - 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... - How Can You Kick Out the Incumbent?
Companies with Key Relationships on the Inside Are Winning Government Business. How Can You Kick Out the Incumbent? Understand Your Customers and Solve Their Problems... - There is A Fine Line Between Assertive Sales and Aggressive Sales -- What Is It?
In my "Federal Sales 101 - Winning Government Business" class, many sales people ask me, "When am I being too pushy?" My take is that the government employee hardly ever comes out and tells you so... - 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... - Selling Products Directly Using GSA Schedules
Expensive and complex (for example, technology-based) products are ideal items to sell directly to the federal government. In fact, use your own sales force to make such sales... - Entry by Small Businesses into the Federal Market
Small businesses often have a limited sales budget. For those located outside the Washington metropolitan area, selling inside the Beltway is too expensive and the competition too intense -- even if the sales dollars are available... - Picking the Low-Hanging Fruit - Federal Sales
During the dot.com boom, venture capitalists turned up their noses at companies doing federal business... - Government Security Clearances
Companies hoping to do business with the federal government encounter the following exasperating problem - your company can’t get critical security clearances for its personnel until it has a contract requiring clearances and your business can’t get... - Entry into the Federal Market
Our readers frequently inquire about the difficulties associated with entering the federal sales market... - 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... - Defining Prices for a GSA Schedule Offer
The single biggest problem in making an offer for a General Service Administration (GSA) schedule contract is defining prices... - GSA Schedules: The Good, the Bad and the Ugly
GSA Schedule contracting has always been plagued by the impracticality of the "most favored customer pricing" concept and the restrictiveness of the Price Reduction Clause... - 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... - 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...
