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Articles
- 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... - 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... - 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... - Jump into Your Customer's Shoes -- What Would You Do If You Encountered a Stranger in the Federal Building?
Jump into Your Customer's Shoes -- What Would You Do If You Encountered a Stranger in the Federal Building?by Eileen KentConsider for a moment that you are an employee for the federal government... - Running into Old Friends in City Procurement While Teaching in Michigan
A funny thing happened to me in Warren, Michigan, during the break of my Winning Government Business class for Detroit at the end of September of 2004... - GATEKEEPERS - The Sales Rep's Best Friend
The owners of our companies expect the sales people to be making cold calls that sound professional and direct... - 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... - Making the Sales Call to Federal Government Agency
Companies new to the market ask us, "How do I find potential buyers to call on." Finding potential buyers can be difficult and will be the subject of the next several installments in this series... - 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... - 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... - 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...
