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GSA Schedules
- GSA Proposal Templates
Individual GSA proposal sections ready for inclusion in your proposal . - Webinar: GSA Schedules 101 - Demystifying GSA Schedules
What is a GSA schedule and why do I need one? Get your answers here.
Federal Sales Training
- Webinar: GSA Schedules 101 - Demystifying GSA Schedules
What is a GSA schedule and why do I need one? Get your answers here . - Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop . - Writing and Managing Winning Proposals
Write less, win more. If you can't afford to waste another minute or dime writing another losing proposal this class is for you. - Advanced Cost Proposal Workshop
Gain hands-on experience with the link between cost accounting structure and proposal pricing . - Advanced Proposal Development Workshop
Improve your ability to manage proposals, reduce rework, and create proposals the evaluators can use to choose you . - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community . - Sustainability Acquisition Reporting
Special Netcast Pricing Available Per Connection Invite unlimited viewers for one low price, call 888-661-4094, Ext.2 to register More about netcasts...Whether you are a Big Business, Small Business, Woman Owned Business or GSA LogWorld Contract Holder,...
Proposals
- Proposal Framework Services
RFP-specific proposal artifacts to give clear direction to your proposal effort. - GSA Templates
Templates to help you complete your GSA proposal. - RFP Templates
Templates for standard RFP responses. - Advanced Proposal Development Workshop
Learn how to manage, structure, and write a winning proposal. - Writing & Managing Winning Proposals
Write fewer proposals; win more . - Advanced Cost Proposal Workshop
Cost proposal techniques that improve your ability to price to win. .
Sales Tools
- Executive Managers and Key Decision Makers Directory
Go straight to the top; contact key decision makers across federal agencies. .
Articles
- Message to Management: Why Should My Proposal Writing Capabilities Concern Me?
Federal proposal writing is inherently chaotic, a drain on billable hours, and crucial to revenue generation... - Eliminate Wasted Billable Time in Proposal Writing
Wasted billable time in writing the technical solution for federal proposals is one of the mortal sins of federal contractors. Why? Subject matter experts don't really want to write in the first place so they circle, procrastinate, and postpone... - The Art of Not Being Eliminated
Imagine that you have a full time job as a professional person in the federal government... - Creating Green Federal Facilities Will be an Endless Process
A recent article at Government Executive entitled GSA Officials Say They Are Off To A Fast Start On Energy-Efficiency Projects indicates the potential for revenue opportunities for facility maintenance contractors holding GSA schedule 03FAC Facilities Mai... - The Washington Post Pegs Stimulus and Contracting
A Washington Post article entitled If Spending Is Swift, Oversight May Suffer; Plan's Pace Could Leave Billions Wasted by Robert O'Hara says it all about federal stimulus spending and its impact on federal contracting. Mr... - Shoot the Messenger
Fedmarket's Federal Sales Academy was prominently featured in the April 15, 2006 issue of Government Executive Magazine in an article entitled, "Contracting 101" by Kimberly Palmer... - Stepping Over the Line
Our newsletters and sales seminars continually emphasize the importance of customer relationships; building solid relationships with your customers is the core of a successful federal sales program... - The Proposal Writing Dilemma, Again
We return to a frequent topic - - the practice of some companies to submit proposals that are both poorly written and not organized well... - Solving the Proposal Writing Dilemma
Our last installment discussed the haphazard and disjointed federal proposal writing efforts that take place in most companies and why they occur. This installment presents concrete steps that can be taken to minimize the problem. 1... - Integration of Sales and Proposal Writing
Our last installment discussed the concrete steps that should be taken to minimize haphazard and disjointed efforts to write federal proposals... - Structure and Automate Your Sales and Proposal Processes
In a recent Fedmarket installment "Integration of Sales and Proposal Writing," we recommended that you integrate the sales and proposal- writing process... - Write the Executive Summary Early
In a recent installment "Solving the Proposal Dilemma", we recommended that you write the Executive Summary before the proposal kickoff meeting... - Proposal Page Limitations; What's Not to Like?
In a previous installment " The Art of Not Being Eliminated" we discussed the simplicity and clarity that federal evaluators desire in a proposal... - Proposal Gobbledygook Loses and Brevity Wins
Why are proposal page limitations becoming more and more prevalent in federal Requests for Proposals (RFPs)? Proposal evaluators find their task either distasteful or mildly painful... - What is Wrong with the Proposal Review Process?
Many companies have proposal reviews of different colors. The reviews we'll focus on in this installment are the two most common, Pink and Red Team reviews... - The Proposal Theme
A Rhetorical Infrastructure for Selling You want to make your message unforgettable to your potential clients, and you want to show why you are superior to all competitors... - Hot Buttons Tell Your Customers You Get It
From last week's post, you probably took away that the proposal theme (see The Proposal Theme: A Rhetorical Infrastructure for Selling) is not just some fluff language... - If You Write Nothing Else, Write an Executive Summary
The Executive Summary should drive the proposal writing effort. It should be written before the proposal kick-off meeting so that the selling points made in the draft summary can be stressed throughout the proposal... - What Federal Proposal Evaluators Want
Most federal proposal evaluators share several characteristics. They don't want to read your proposal and many only read certain sections; they skim for the good parts... - Templates and Federal Proposal Writing
Templates can play an important role in federal proposal writing. If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - The Toughest Job in Federal Contracting
Yes, you guessed it. I believe the toughest discipline in federal contracting is writing winning proposals. This is not because I want to achieve job security or because Fedmarket happens to sell proposal products and services... - How to Write Losing or Unsuccessful Proposals
How to write losing proposals is not a particularly positive topic to discuss. However, many federal contractors seem quite adept at preparing such proposals so the discussion is most likely a worthwhile one... - What is in a Capture Plan?
Before you start writing a proposal, be sure to insist on having your business development team prepare a capture plan... - 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 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... - 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... - Using Freedom of Information Act to Obtain End User Information
Whenever we read a paper or hear the cable news networks use the acronym FOIA it always seems to be about information the media is trying to uncover... - How to Make them See You - Creating Urgency
Message left at 10:00 a.m."Hello, this is Eileen Kent and I’m in town today. My understanding is that you’re responsible for continuity of operations... - Do You Want To Win Government Business?
Midnight Friday, Midway Airport - I arrived home to Chicago exhausted after teaching a class and took the trek downstairs to the baggage claim... - Thanksgiving - A Great Opportunity
A perfect time to reflect on all of the people and things we appreciate... - Michigan Sales Executive Networks His Way to Success in Washington, DC
October, 2004 -- Stuart Newman, Sales Executive, of 3 Leaf Group from Oak Park, MI says he made it his mission to meet key federal government decision makers at a recent government human resources conference in Virginia... - Now's the Time To Sell To the Government, Now's The Time to "Get Real"
Some people sell with enthusiasm, others are more laid back. The best sales technique is to be yourself - a human being looking to help government employees by making their job easier and following the rules... - Finding a Great Government Sales Executive
We were asked by a recent attendee of our "Winning Government Business" class in Atlanta how to find a great person to sell his products and services... - Cold Caller Adventure: State of Colorado
During the week of August 15, 2004, I was teaching a "Winning Government Business" at the Burnsley Hotel at Grant and 10th Street... - Formula for Government Sales Success Depends On Many Factors, But The Number of "Impressions" Each Week is The Manager's Key
Business owners are constantly challenged with the issue of what to expect from their government sales executives in terms of time management, goals and actual results... - 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... - GSA Schedule Holders Take Note - GSA Might Compete Against You for Business!
A short time after my company was awarded its GSA schedule contract, I was out in the field visiting an agency client to deliver our products and services... - November 2005 Thank Your Federal Clients During Thanksgiving
Thanksgiving - a perfect time to reflect on all of the people and things we appreciate... - Read Between the Headlines
The Federal Government Needs Your Help! The media hype can overwhelm us just by turning on the television, but as a potential government contractor, I want you to read and view the news in a whole new way... - 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... - In Government Sales, Don't Believe Everything You're Told or You'll Lose
The government is made up of influential people - - some of whom make million dollar decisions every day. However, the active word here is that they're "people... - 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... - Role Playing
While most companies, sales people, managers and company owners resist it, role playing is one of the best ways to get your team prepared for any potential scenario... - Selling IT: Business Development
In our newsletters, we talk a lot about the importance of advanced knowledge -- knowing about an agency, its people, its nuances and, most importantly, its program goals... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - Picking the Low-Hanging Fruit - Federal Sales
During the dot.com boom, venture capitalists turned up their noses at companies doing federal business... - Proposal Evaluation: How Final Decisions Are Made
Defense wins in the National Football League and it wins in government proposal writing. You must write proposals with a goal of avoiding elimination while at the same time writing a customer-centric proposal... - 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... - Anticipating the Federal Buying Cycles
Good salespeople study the federal buying cycles and can, based on past experience, predict those periods during the year when their sales will be strong... - Best Value Analysis A Salespersons Dream
In seeking price quotes from vendors, federal buyers are now encouraged to think beyond price and conduct a "best value analysis... - Managing the Proposal Process
Proposals are what some might call a "necessary evil" in the government negotiated procurement market... - 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... - Blanket Purchase Agreements
A blanket purchase agreement (BPA) is a simplified acquisition method that government agencies use to fill anticipated repetitive needs for supplies or services. Essentially, BPAs are like "charge accounts" set up with trusted suppliers... - Environmental and Energy-Efficient Products
Last week we talked about the importance of "best value" in federal contracting. We emphasized the fact that best value factors are subjective, providing the contracting officer a fair bit of discretion in selecting a winning vendor... - 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... - Outsourcing Opportunities - Fair Act & OMB Circular A-76
Twenty-two agencies, including the Department of Health and Human Services, the Treasury Department, and NASA recently announced that over 75,000 jobs are eligible to be performed by private companies under the rules of the Federal Activities Invent... - The Government Acquisition Cycle
Good salespeople think about buying cycles. They anticipate the dates that they're likely to cash in. And if times are lean now, they plant the seeds for a bountiful crop later... - OMB Circular A-76 Changes
In a previous installment we talked at some length about contractor outsourcing opportunities that arise out of the FAIR Act and OMB Circular A-76... - Make Your Proposal Win Themes Real
Win themes are the core of any government proposal. Make your executive summary about the win themes, write it early, and then write your proposal around the executive summary. Bring out one or more of the win themes in each chapter of the proposal... - Raise Your Opinion of Proposal Evaluators
You must assume that the people evaluating your proposal are intelligent, focused individuals. Why? Because they usually are... - PSC Codes
What Are PSC Codes? Good question.PSC stands for Product Service Codes. These are legacy codes that are used in certain government procurement databases to classify products and services... - Negotiating Your GSA Schedule Prices
The General Services Administration Acquisition Manual (GSAM) that governs the evaluation of a GSA Schedule proposal contains the rules that govern the evaluation of a GSA Schedule proposal. See: 538... - Advanced Proposal Writing: Key Elements When Writing About Your Program Management
For Small Businesses: Key Elements When Writing About Your Program Management Last week, we noted that the new strategy of federal agencies is to mandate that small businesses band together under a single lead small business and take on larger, more soph... - Multi Vendor Contracts: Becoming the Rule
In previous newsletters, we described how multi-vendor contracts (IDIQ contracts) are becoming the rule rather than the exception in federal contracting... - Where is the Needle in the Haystack of Federal Contract Opportunities?
The first step to winning federal business is to invest in an aggressive, direct federal sales program. Notice the word "direct." Resellers can sell some of your products but services have to be sold by you... - Squeezing the Procurement Sponge: IDIQ Contracts Limit Competition within the Rules
This in the first in a series of six (6) newsletters about federal Indefinite Delivery/Indefinite Quantity (IDIQ) contracts and their growing importance in the federal market... - IDIQs Keep Getting Bigger as More are Issued
Indefinite Delivery / Indefinite Quantity contracts (IDIQs) are funded when individual task orders are issued for competition among the companies that have received awards... - Which Flavors of IDIQs Should Our Company Seek?
The federal government doesn't actually know the number of active IDIQs but rough estimates are that the number exceeds 2,000 and is increasing at an annual rate of approximately 30%... - More on Selecting the Best IDIQ
With thousand of IDIQs out there, developing a sales strategy can be a tangled mess. However, it may not be as challenging as you might have originally thought... - We Won an IDIQ, Now What
Our previous newsletters discussed the trend in the federal government towards the use of Indefinite Delivery Indefinite Quantity (IDIQ) contracts to speed up the federal buying process... - Selling Using an IDIQ
Indefinite Delivery/Indefinite Quantity (IDIQ) contracts vary from agency to agency and there are a number of different types...
