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Federal Sales Training
- Federal Sales 101: Winning Government Business
Fedmarket's most popular course, eight-years in the running. Whether you are new to the marketplace or a seasoned veteran this class will jump start your sales endeavors. - Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop . - Teach Your Onsite Contract Employees to Sell and Win!
A seminar for Primes who want to keep their customers. . - Bid Protests
How To Keep The Deals You Win And Get The Ones You Lose. - Webinar: Understanding IDIQ, BPA, BOA, GWAC and GSA Contracts
Define the types of contracting vehicles available to contracting officers that will help them award you a contract quickly, and within the rules. . - Winning Federal IDIQ Contracts
Indefinite Delivery / Indefinite Quantity (IDIQ) multi-award contracts are the wave of the future .
Proposals
- Proposal Writing Services
Fedmarket writes your proposal for you.
Sales Tools
- Direct Marketing Services
Develop a strategic marketing plan lead by federal business development professionals. . - WOSB eCertify Wizard
Be one of the first Woman Owned Small Businesses (WOSB) to be certified by SBA .
Articles
- Emergency Contracting - Disaster Contracting
Recently, I heard about a company who went to the news media to complain that they had the ultimate solution to the Gulf of Mexico oil clean up. It was just proven in someone's pool to be a great solution to cleaning up the Gulf of Mexico... - 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... - Make it Easy for Federal Buyers
Once you've hired the full-time sales person, made the direct sales calls, established a relationship with the end user, and sold your product or service, you figure you're done, right? No... - When the Sale Takes Place
Almost all newcomers to the federal market make the mistake of thinking that a sales opportunity arises when a request for a proposal or bid is published. In reality by the time a bid is published, the sale has probably already been made... - Who Sells in the Federal Market?
The person who sells products and services in the federal market depends on the type of product or service being sold, the size of the company, and the dollar value of the procurement... - Federal Sales and Self Interest, Members of Congress and the White House
The previous installment discussed the motivation of small business specialists in the federal purchasing process. This installment looks at members of congress and the White House... - Federal Sales and Self Interest, the Small Business Specialist (Advocate)
The previous installment discussed the motivation of contracting officers in the federal purchasing process. This installment looks at the motivation of small business specialists (advocates)... - Federal Sales and Self Interest, the Federal End User
The next four installments discuss how self interest impacts people involved in the federal buying process. Buyers in the commercial and federal sectors behave in the same manner... - Become an Incumbent Contractor and Get Paid to Sell
In a previous installment we discussed the need for direct sales and using best value to win a federal contract. Once you make a federal sale, you can use your company's stellar performance on a federal project to leverage more sales... - Can Others Help You Win Contracts?
Winning federal contracts is an expensive and arduous process. It helps if you can find someone to pave the way. The best candidate would be someone, such as a business partner or personal friend, who has a federal customer... - Who Makes a Federal Sale?
A general perception of companies outside the federal market is that the market is unique or special because the public's money is being spent... - 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... - Small Businesses and the Federal Market
Knowing your customers is the key to sales success. This is true whether you're selling to public or private organizations... - Small Businesses and Federal Sales
The following question often surfaces at our seminars, "What procedures should be followed by small businesses eager to participate in the federal market?" The answer to this question is that a small business should implement an aggressive federal s... - Can Your Congressperson Help?
Making direct sales calls, particularly cold calls, is a chore for most people. Only the exceptionally extroverted sales person says, "Give me some names and numbers - I thrive on rejection... - Make Your Proposals Short, Sweet, and On Point
Government employees who have evaluated vendor proposals while with the government attend our federal sales seminars... - 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"... - You Can't Learn Proposal Writing from a Book
Crafting a well written and compelling proposal is a complex and difficult task... - Best Value: A Sales Person's Dream
In a previous installment we discussed the rules governing GSA schedules that encourage "Best Value" selection of vendors... - How a GSA Schedule Sale is Made
Most federal sales are relationship based. People buy in the federal sector, not agencies, and they need to know everything about what you are selling... - GSA Schedule Competition in Real Life
For political reasons the federal government takes the position that competition for federal contracts is 'full and open"... - Base Closings Open Opportunities for Contractors
MAY, 2005: BASE CLOSINGS AND REALIGNMENTS ANNOUNCED According to recent GovExec... - 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... - "On the Sales Firing Line" Columnist Explores the DHS Website and Headlines for DHS Opportunies
The following are snippets or summaries of stories that sales executives should read to see if there are any areas in which your company can be "of assistance" to the Government. When you read these stories, don't read them as a citizen... - Four Cold Calling Tactics
Many readers of "On the Firing Line" have asked about my thoughts on whether it is possible, in the post-September 11th world, to make personal cold calls on federal buyers... - The Key To Successful Federal Sales
The most difficult person to find in the federal government is your potential end user. If you do not have a directory of an agency, it is always difficult to get started... - 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... - Small Businesses, Take Note...
While 2005 is starting to 'ramp up' to be a successful year for savvy federal contractors and prime vendors, we all know that we need to continue to fill the pipeline through brand identity and face time in front of our potential federal buyers and ... - 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... - 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... - 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... - 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... - When You're On the Sales Firing Line With The Government, Problem Solving Requires Open Communication With Your Client
Many clients and other contacts tell me that they become extremely impatient with the federal government's "hurry up and wait" attitude. For example, a client might receive a call today for a quote due by tomorrow afternoon... - Top Ten Mistakes, Relationship Killers and Wastes of Time
Should your company try one of the approaches outlined below while trying to do business with the government, you will end up at a dead end and will have a seriously demoralized federal sales team. My Top Ten List of Mistakes is as follows: 1... - How Can You Kick Out the Incumbent?
Companies with Key Relationships on the Inside Are Winning Government Business. How Can You Kick Out the Incumbent? Understand Your Customers and Solve Their Problems... - 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... - 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... - 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... - 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... - Interviewing Your Potential Federal Client is Much Easier Than Selling to Your Client
Sales executives tend to rush into the offices of federal end users and contracting officers and start performing the dog and pony show... - 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: 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... - "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... - The Realities of the Federal Market
Let’s say you’re a medium-sized information technology company from a Midwestern city and your commercial sales are flat... - Making the Sales Call to Federal Government Agency
Companies new to the market ask us, "How do I find potential buyers to call on." Finding potential buyers can be difficult and will be the subject of the next several installments in this series... - GSA Schedule Teaming
The General Services Administration (GSA) has become a sales and marketing machine. The thrust of its pitch is that the agency makes things "easy" for everyone,especially government buyers and end-users... - People and the Federal Sales Process
As we have mentioned repeatedly in this series, people drive the federal sales process. The very lowest level in the proverbial food chain is you (the commission-hungry, federal salesperson and your revenue-starved boss)... - The Reality of Direct Sales to Government
In our monthly federal sales seminars, some attendees openly rebel against the suggestion that they should be making direct sales calls. Those disbelievers say to the speaker, "there must be a better way... - Entry by Small Businesses into the Federal Market
Small businesses often have a limited sales budget. For those located outside the Washington metropolitan area, selling inside the Beltway is too expensive and the competition too intense -- even if the sales dollars are available... - 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... - 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... - Publicly-Advertised RFQ Market Segment
Requests for Quotes (RFQs) Since the advent of major procurement reform, the federal government and selected state and local governments are now using requests for quotes (RFQs) to buy commercial products and services... - 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... - 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... - Women-Owned Business Contracting
Congress has established a 5-percent government-wide goal for awards to women-owned small businesses (WOSBs). Yet year after year, federal agencies fail to meet this goal. In fact, in 2001, the government awarded just 2... - Minority-Owned Business Contracting
In the prior installment, we talked about women-owned business contracting. This week, we discuss the 8(a) Business Development Program and the Small Disadvantaged Business Certification (SDB) Program... - 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... - 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... - Become an Incumbent Contractor
Once you make a sale, you can use your company's stellar performance on a federal project to leverage more sales... - GSA Schedules: The Good, the Bad and the Ugly
GSA Schedule contracting has always been plagued by the impracticality of the "most favored customer pricing" concept and the restrictiveness of the Price Reduction Clause... - Does the "M" in the new 8(M) Women Owned Small Business (WOSB) Program Mean Money?
Answer: Yes and then some... - Use Proposal Templates, Not Software
If you were to research the web, you would find that software is available to assist in the writing of proposals, including several packages for writing responses to federal Requests for Proposals (RFPs)... - Ride the Wave of IDIQ Contracts
This newsletter is the first in a series of five newsletters about the federal government's increasing reliance on multiple award contracts. The use of Indefinite Delivery, Indefinite Quantity (IDIQ) contracts is becoming more prevalent by the day... - Blanket Purchase Agreements and Basic Ordering Agreements
This newsletter is the last in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - What is Happening in Federal Contracting?
The news: The Obama administration is, as part of its initiative regarding federal contracting, pursuing an agenda of (i) increasing competition for federal contracts, (ii) promoting openness of competition, and (iii) eliminating fraud and abuse... - Only One Way to WOSB Certification
The SBA's stated goal when announcing the new Women-Owned Small Business (WOSB) program was to expeditiously implement the policies, procedures and regulations necessary to ensure that federal contract dollars would immediately start t... - Would You Issue Public Bids If You Were a Federal Buyer?
Absolutely not, if you could avoid it! Why: Public bids are inordinately expensive and the amount of time it takes to acquire the good or service in question is ridiculously long... - Rebuttal: Are Small Business Advocates Helpful?
In a previous newsletter, we questioned the usefulness of federal small business advocates. We received the following response from a reader which illustrates why companies must perform aggressive, direct federal sales in-house... - Selling in the Federal Marketplace
Up until the actual close of a sale, selling in the federal market is essentially the same as selling in the commercial market... - The Benefits of an IDIQ Contract
Recent installments have discussed the federal government’s unending march to award federal contract through Indefinite Duration Indefinite Quantity (IDIQ) contacts... - Selling Using an IDIQ
Indefinite Delivery/Indefinite Quantity (IDIQ) contracts vary from agency to agency and there are a number of different types...
