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Federal Sales Training
- 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community .
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... - Stimulus Funding Program to be Stimulated
The press is now saying that the Obama Administration plans to create 600,000 jobs this summer by speeding the outflow of stimulus funds... - Small Businesses Need GSA Schedule Contracts More Than Ever
Federal, state, and local agencies are shifting major procurement dollars into GSA Schedules, especially for contracts funded with stimulus dollars, energy projects, infrastructure projects, and information technology projects... - Internet Posting of Legislation and Stimulus Projects is a Good Thing But...
The Obama administration is keeping its promise of more transparency in federal contract and grant spending. At the state and local level, grants may become contracts; we hope. The status of stimulus project funding legislation will be posted at recovery... - Jobs, Jobs, Jobs Quickly
Job creation is at the center of the Obama administration's stimulus package. The focus on rapid job creation is discussed in the press daily... - Information Technology Companies Take Note
The Obama administration plans to modernize the Veterans Administration (VA) and make it into a "21st century organization". Proposed reforms include: Develop a seamless electronic health record for active-duty personnel and veterans... - 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... - Recent Developments in Federal Contracting
State and Local Government Use of GSA schedule Contracts: Recently the Administrator of the General Services Administration (GSA) recommended that Congress authorize state and local governments to use all of the 53 GSA schedules in making purchases... - The Value of Federal Marketing
Some believe that marketing is a critical component to having success in the federal market. Marketing efforts make the public, official buyers and end users aware of your company and your products or services... - Comparison of Federal Multi-vendor Contracts
It is difficult to be a successful federal contractor without having a multi-vendor contract. The basic types of multi-vendor contracts are summarized below... - Popular Types of Multiple-vendor Contracts
The federal government could not function without multi-vendor contracts and more and more dollars are being awarded under this type of contract each year. There are many types of multi-vendor contracts. The two most popular are summarized below... - Should You Have a GSA Schedule?
A common comment from attendees at Fedmarket's Federal Sales Academy seminars is: "Long time federal customers are now telling us we need a GSA schedule to do business with them... - GSA Schedule Recovery Purchasing by State and Local Government
Until recently, the use of General Services Administration (GSA) schedule contracts by state and local government was limited to Schedule 70, Information Technology... - Capturing State and Local Contracts with Your GSA Schedule
Vendors, along with state and local governments, have urged GSA to allow them use the GSA Schedules program to spend federal grant money on pre-negotiated Homeland Security contracts... - You Can't Do Government Business Without One
Government agencies cannot operate without a way to buy quickly and efficiently in the same way as commercial companies. But competition is still required under public procurement laws. GSA schedule prices are pre-negotiated with the vendor... - 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... - 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... - FEMA States It is "Ready for Hurricane Season 2006." Are You Ready to Help Them?
If you haven't visited the Federal Emergency Management Agency (FEMA) web site lately, it has been updated (see http://www.fema.gov/)... - Selling IT: Sales and Marketing Basics
Company managers new to government sales often view governments as bureaucratic bodies from another world, imbued with strange and mysterious procurement rules, rules designed to confuse and even intimidate... - Selling IT: Marketing IT to the Government
In this article, we define marketing as activities to make the public, official buyers and end-users aware of your company and your products or services... - Selling IT: State and Local Buys off of GSA IT-70
The state and local market for goods and services is very large, over twice the size of the federal market. Yet for companies with a track record of selling to the feds, the state and local market can be mysterious, often daunting... - 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 Negotiated Procurements
The publicly-advertised negotiated procurement market segment is a new world for companies that have not bid on negotiated procurements using requests for proposal (RFP) procedures. Responding to RFPs is unique for several reasons... - 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... - 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... - Teaming for Large Government Contracts
Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one... - 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... - 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... - 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... - IDIQs: The Flavor of the Day
This newsletter is the second in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - The Trend Towards Multiple Award Contracting Escalates
The multiple award contract is becoming a way of life in the federal government. Many large, federal multiple award contracts have been awarded this year; several of them carrying ceilings of more than $1 billion...
