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Articles
- Playing the Federal Sales Game
The federal market can be an alien and confusing world. Many would-be contractors firmly believe that federal bureaucracies are governed by strange and convoluted procurement rules designed to confuse and even intimidate... - 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... - Let the Light Shine In
A huge problem that newcomers face when trying to enter the federal market place is that it is enormously difficult to find end users (the person with money who needs what a company is selling)... - 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... - 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... - Is There a Magic Bullet?
We recently received a call from an engineering company that hasn't entered the federal sales market... - GSA Schedule Rejections
The task of preparing proposals for submittal to the General Services Administration (GSA) has always been a difficult one for those unfamiliar with government contracting... - Patience, Persistence, Perseverance Are the Keys to Winning Government Business
When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government... - Selling IT: Introduction to the Government IT Sector
Governments at all levels are becoming citizen-centric in delivering services, e.g., developing Internet portals that provide single points of entry for citizens and businesses... - 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... - Using the GSA Schedule Program to Develop Your Multiple
A frequent reader of our installment series has no doubt surmised that we highly recommend getting on the GSA schedule as a potentially lucrative sales vehicle... - 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... - Mastering the Foreign Language Known as the GSA Schedules
Small businesses new to federal contracting almost always find General Services Administration (GSA) schedules mysterious and confusing... - 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... - Entry into the Federal Market
Our readers frequently inquire about the difficulties associated with entering the federal sales market...
