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Federal Sales Training
- Bid Protests
How To Keep The Deals You Win And Get The Ones You Lose. - Webinar: WOSB Get Ready to Win Set-aside Contracts
Be the First to Win Women Owned Small Business (WOSB) Set-aside Contracts.
Sales Tools
- Federal Official Buyers List
Gain access to contact data for over 29,000 federal buyers; these are the people who "seal the deal," get to know them by name. . - Email List of Federal, State and Local Buyers
Bring your product/service to the attention of over 75,000 buyers through an email marketing campaign. . - Direct Marketing Services
Develop a strategic marketing plan lead by federal business development professionals. .
Articles
- 2010 Federal Procurements Are Bigger Yet
Is the Obama Administration cutting back on federal contracting? Let's look at the top 20 federal procurements planned for 2010... - 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... - Is Selling to the Feds Worth the Hassle?
Is it worth doing business with the government? This is a question all of us ask ourselves daily... - OMB reports over use of "Name Brands" in Specifications
Office of Management and Budget (OMB) reports over use of "Name Brands" in Specifications from the Sales Firing Line, Eileen Kent Says, "Surprise, Surprise!"Challenge to Government Contracting Officers: "Don't Use Name Brands in RFPs" A memo was sen... - 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... - 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: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - Commitment and Focus in Federal Contracting
In the last installment you learned about some of the realities of federal sales. In this installment you will learn about the need for commitment and focus to overcome the inherent barriers to entry. First, you must commitment to the market... - Business Development -- Start with the Internet
Firstgov.gov, is a search engine that organizes and centralizes federal agency information. It searches over 30 million web pages. It takes some rudimentary experience in web searching to use it properly... - Public Bids as a Source For Bussiness Development Information
Does this sound familiar? "I do not have time to look at the public bids at FedBizOpps every day because we seldom respond to them unless we have ‘pre-sold’ the opportunity... - Government Programs That Can Assist in Business Development
The fundamental goal of federal business development is to find federal employees who may be interested in buying your product/service... - Proposed Small Business Rule Changes
Small businesses are being squeezed out of the federal market due to contract bundling and an ever-increasing interest on the part of large businesses to enter into the market... - Writing Winning Proposals
In order to win federal contracts, your company will have to write proposals in response to those Requests for Proposals (RFP's) in which it has an interest. The proposal-writing process is laborious, tiring, and expensive... - Government Contract Vehicles
A "contract vehicle" is a broad term meaning different things to different people. We define the term in its broadest sense -it is a method under which a company may pursue and close a sale... - Small Purchase Government Market Segment
In this installment we talk about small purchases, defined here as government buys in the $2,500 to $25,000 range. We've touched on this subject in past installments. This time we devote an entire installment to it, and get into a bit more detail... - 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... - Responding to Public Procurements
In previous installments we discussed how to sell in the publicly-advertised IFB, RFQ, and RFP markets. In this installment we discuss how to respond (prepare a bid) to bid requests... - 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... - 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... - Best Value
We've covered a lot in the previous 40 installments of this series, "Doing Business with Government...
