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GSA Schedules
- GSA Proposal Full Service
Fedmarket writes and negotiates your GSA proposal for you. - 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 . - Advanced Cost Proposal Workshop
Gain hands-on experience with the link between cost accounting structure and proposal pricing . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. . - 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 Writing Services
Fedmarket writes your proposal for you. - GSA Templates
Templates to help you complete your GSA proposal. - RFP Templates
Templates for standard RFP responses. - Advanced Cost Proposal Workshop
Cost proposal techniques that improve your ability to price to win. . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Sales Tools
- Direct Marketing Services
Develop a strategic marketing plan lead by federal business development professionals. .
Articles
- Model Your Federal Proposals and Refine, Refine, and Refine (I)
For many companies proposal writing is reinventing the wheel over and over, at great costs within tight deadlines... - 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... - Procrastination and GSA Schedules
Writing a GSA Schedule proposal is an excruciating process for companies. Most people do not like to write and the problem is compounded by indecipherable Requests for Proposals provided by GSA... - The Hard Part: Establishing the Customer Relationship
Like commercial sales the key to success in federal sales is establishing a customer relationship. Finding and convincing new customers that you are the answer to their prayer can be an arduous process because the government can be resistant to new faces... - Multi-vendor Contracts Explained
Multi-vendor contracts limit competition and make purchasing faster and cheaper. The government, when using a multi-vendor contract, need only solicit bids from three vendors holding the type of contract in question... - 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... - Searching for Sales Opportunities
Products, services, and technology-based solutions are sold through relationships in both the commercial and federal sectors... - Competitiveness of Multi-vendor Contracts
Multi-vendor contracts limit competition and make purchasing faster and cheaper. The government, when using a multi-vendor contract, need only solicit bids from three vendors holding the type of contract in question... - 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... - How Purchasing Decisions Are Made
Like all of us, the people who make buying decisions in the federal government are influenced by their own biases, perceptions, and views of the world... - Get Out in Front to Win
The book of rules governing federal purchases is called the Federal Acquisition Regulation (FAR) which can be found at http://www.acqnet.gov/far/... - Distinguishing Yourself
You have a great product or service. Your price is where it needs to be. Perhaps you responded to an RFP once or you spent tons of time and money writing a proposal... - Multiple Award Contracts: The Wave of the Future
Multiple Award Contracts (MACs) have the following characteristics. Awards are made to a number of vendors and the winning vendors compete among themselves for business... - Sell the Customer and then Write the Proposal
It is nearly impossible to produce a winning, customer-centric proposal by writing a blind bid in response to a federal Request for Proposal (RFP). The key to writing winning proposals is to sell the customer first, then write the proposal... - The Consequences of Writing Losing Proposals
Previous installments have discussed the need to pre-sell a client prior to the announcement of a public bid and the need to write proposals in the voice of the customer... - Make Your Proposals Short, Sweet, and On Point
Government employees who have evaluated vendor proposals while with the government attend our federal sales seminars... - Outsourcing Proposal Writing
Many newcomers to the federal marketplace believe that they can hire proposal writers to solve the proposal writing dilemma. You can, but you need to be careful in selecting the writer and realistic in your expectations... - Improve Your Proposals: First, Deconstruct the RFP
The proposal writing process starts with the Bid/No Bid decision. Ideally, a yes decision will be based on what you know about the customer from sales efforts carried out well before the Request for Proposal (RFP) is published... - Why a Federal Proposal is Different?
Federal Requests for Proposals (RFPs) are unique... - How Proposal Evaluators Think
Many people who have evaluated federal proposals have attended our proposal writing seminars. Without exception, they say the following: Give us exactly what we asked for in the RFP, no more or no less. Avoid sales pitches without substantiation, e... - Does a Relationship with the Customer Guarantee a Win?
In our previous proposal writing installments we have stated over and over that building a customer relationship is the key to a successful proposal... - The Customer is the Key to Winning Proposals
Most successful federal contractors understand relationship sales and sell the customer before writing customer driven, defensive proposals. Yet we hear over and over: "we are new and they won't meet with us"... - What is a Defensive Proposal?
Most authors on federal proposal writing define a defensive proposal as follows: Is written not to be eliminated; to be the last proposal standing Presents a practical solution from a customer perspective Gives the customer what they want; no more ... - Think of Proposal Writing As the Last Step in a Sale
Our federal sales seminars stress that your sales efforts and proposal-writing process should be one, highly-structured undertaking... - 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... - Implement an Incentive System
In a recent installment "Solving the Proposal Dilemma," we recommended that you use an incentive system to compensate your best technical writers when your company is the successful bidder on a federal opportunity... - 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... - Proposal Writing Is Not Going to Go Away
Most owners of small and medium-sized federal contracting companies wish that writing proposals was not a requirement of doing business with the federal government... - Don't Waste Your Precious Proposal Resources
Your most precious proposal resource is your technical staff. Their morale and attitude is critical to contract performance and the production of high-quality proposals. Don't waste this resource by losing proposals... - Two of the Deadliest Proposal Writing Sins
A service company's two greatest assets are its corporate experience and the background of its staff. Often, both assets are not presented effectively in a company's federal proposals... - Curing the Two Deadly Sins
The previous installment discussed the problems associated with waiting until the last minute to tackle critical issues and providing overblown corporate experience and personnel chapters for federal proposals... - Saved by the Modification or Extension
Does this scenario happen in your company? You are writing two or more proposals in parallel or perhaps even just one... - Working with Teaming Partners to Draft Proposals
No one person or corporation is an island. If you are like most successful contractors, you team with other organizations to write winning proposals... - Full & Open? No, More like Limited Or Closed
At Fedmarket we sometimes call federal competition for professional services and high technology products "Limited and Closed" as opposed to "Full and Open", which is the public posture of the federal government... - Save Money and Time with Proposal Templates
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... - 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... - In Proposal Writing Second is the Same as Last
In many ways, writing a federal proposal is like writing a college term paper. However, the similarities end with the results. In college, you may have been reasonably happy to accept a B... - It's the Outline, Stupid
Effective written material is always the result of a process which began with an outline. Proposal evaluators want concise, easy-to-read information free of fluff and sales pitches... - 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... - A Renewed Emphasis on Proposals
There is a widespread perception that the preparation of an extensive and exhaustive proposal is a necessary evil inherent to doing work with the federal government... - Model Your Federal Proposals and Refine, Refine, and Refine (II)
For many companies proposal writing is reinventing the wheel over and over, at great costs within tight deadlines... - Don't Put Them to Sleep
Federal proposals, in response to Requests for Proposals, tend to be dry, dry, dry- including the last proposal standing (the winner). Even authors of books on how to write creatively frequently write dry prose. This happens for a number of reasons... - Make Your Proposal File Structure Useful
When writing proposals you generate vast numbers of files, documents, artifacts, and other items that you want store for reuse. Easy retrieval becomes paramount in achieving this objective... - The Facts, Just the Facts
Do evaluators of federal proposals love reading proposals? Generally not; would you? Assignment to a proposal evaluation team requires work in addition to evaluators' day-to-day responsibilities... - Write in the Customer's Voice
Proposals written in the customer's voice win. Federal customers know their requirements, and some know the solution to their problems. Others do not know they have a problem, and you must help them define the problem and the solution... - Proposal Managers can Have a No Win Job
Many proposal managers have a no win job and others are more fortunate. The fortunate ones are blessed with company management that is experienced in the federal sales game... - Phrases to Delete
A large majority of federal business requires proposals, and federal proposal evaluators are sophisticated professionals who have read every self-serving statement known to man... - The Chaos of Proposal Writing
Federal government proposal writing is treated like a mysterious step child by many companies. For these companies, the process of writing a response to a federal Request for Proposal (RFP) is not a process at all... - Could Your Proposal Writing Process Be More Structured?
It is not possible to have too much structure in your proposal writing process and even the largest prime federal contractors do not have enough... - You Can't Learn Proposal Writing from a Book
Crafting a well written and compelling proposal is a complex and difficult task... - What is Happening at GSA?
The Federal Supply Service, the General Services Administration (GSA) organization responsible for GSA schedules, is undergoing significant changes. Scope of work issues have placed the agency under a microscope... - Submitting Proposals to the 'New GSA'
In our previous installment, we discussed how the General Service Administration (GSA) is becoming more stringent and rigid with respect to its review or evaluation of GSA Schedule offers... - 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... - GSA Schedules and Small Businesses
As reported in earlier installments, the federal government's use of multi-vendor contracts to buy products and services is steadily increasing... - Fitting Schedules to Companies Part II
GSA created a Consolidated Schedule (00CORP) for companies needing more than one Schedule to cover their offerings. It's a step toward a single GSA Schedule for all products and services, but it falls short in its coverage... - Schedule-Speak: A New Foreign Language
Small businesses new to federal contracting almost always find the language in GSA Schedules mysterious, confusing, and impenetrable... - Full and Open Competition
Public bids under the federal government's "full and open competition rules" are horrendously inefficient. End-users and official buyers do not like to use public bids... - The Only Way To Uncover Government Business is to Focus, Focus, Focus!
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." It seemed overwhelming and a little frightening... - 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... - Goal for 2006 - Focus, Focus, Focus
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." The process seemed overwhelming and a little frightening... - State and Local Governments Have Their Rules Too!
Although Fedmarket's installments and newsletters tend to focus on the federal government, I would like to take the time to address state and local government business. Many companies have approached me with questions about this marketplace... - Remember Two Simple Concepts and You'll Win Federal Business
1. Follow the Rules The Federal Acquisition Regulation (FAR) is the purchasing bible for federal contracting officers and all buying agencies. The rules are very specific about purchasing thresholds and the procedures to be followed... - Selling IT Business Opportunities Under the E-Government Act of 2002
The E-Government Act of 2002 (EGA) created a number of sales opportunities for IT services companies. The EGA authorized the following amounts for e-government projects... - "Getting On" the GSA Schedule
So you're thinking about putting your company's products or services on the GSA Schedule? Maybe you find yourself being pushed and prodded by the "stick": more and more, your government customers are asking you when you'll be getting on the Schedule... - Federal Proposals and Debriefings
Used judiciously, proposals and debriefings can be a source of sales opportunity information... - GSA Schedules from the Viewpoint of the Buyer
Imagine that you’re an overworked official federal buyer, and an end-user requests your services in making a buy... - The Guidelines for Winning Public Bids
The success of the General Services Administration (GSA) schedule program and the increased reliance by federal agencies on other Indefinite Quantity Indefinite Duration (IDIQ) contracts have reduced the number of public Requests for Proposals (RFPs... - Sell and Then Write Defensively to Win Government Contracts
Last week's installment discussed the necessity of pre-selling a sales opportunity before it appears as a public bid... - Loss Avoidance as a Sales Tactic
Companies hoping to land large federal sales opportunities quickly discover that bids offered under a public, Request for Proposal (RFP) are often expensive prospects to bid upon... - Think Twice Before Chasing Dollars from New Federal Programs
Newly emerging federal programs, which seem to be materializing with increasing frequency, include: The War on Terrorism (primarily located within the US Department of Homeland Security and the Department of Defense) The Reconstruction of Iraq N... - 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... - 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... - 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... - 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... - 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... - 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... - Debriefings and Protests in Governement Proposals
In this installment we discuss the rules regarding debriefings and protests using the federal acquisition regulations as a model... - 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...
