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GSA Schedules
- GSA Proposal Wizard
Do-it-yourself GSA proposal writing. - GSA Proposal Templates
Individual GSA proposal sections ready for inclusion in your proposal . - GSA Proposal Wizard
Template with step-by-step instructions to write your own GSA proposal . - GSA Compliance System
Implement a compliance system to maintain the integrity of your GSA Schedule contract.
Federal Sales Training
- 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community .
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.
Sales Tools
- WOSB eCertify Wizard
Be one of the first Woman Owned Small Businesses (WOSB) to be certified by SBA .
Articles
- The Similarities and Differences Between Commercial and Government Sales
Most people outside Washington, D.C., view the federal market as strange and unique. The truth is, it is and it isn't. On the sales side, the federal market is identical to the commercial market... - Options for Closing Federal Sales
In the previous installment we discussed making federal sales up to the point of transacting the deals (signing a contract). Transacting or closing the deals can be done in several ways... - Turn Apprehension About the Economy Into Positive Action
Anyone who reads the business news knows that the economy is slowing down and the probability of a recession is increasing. While we all hope that an economic downturn will not occur, smart business owners should position their companies in case one does... - Distinguishing Messages Win in the Federal Market
Everyone thinks their competitors are worthless and that they alone have the best product or service known to man. Federal end users have heard "we are the best" so many times that it makes them scream when they hear it... - Trench Warfare in Federal Sales
People on the outside do not realize what goes on when contracts worth millions to billions of dollars are at stake. Sales efforts can be likened to trench warfare and the meek inherit very little... - Federal Sales and Self Interest, the Contracting Officer
The previous installment discussed the motivation of end users in the federal purchasing process. This installment looks at the motivation of contracting officers... - Are Federal Bids Wired?
A common perception about federal public bids is that they are "wired," implying that the bid is set up or rigged to favor a particular company... - Insights on Closing a Federal Sales
The commercial and federal markets are basically identical in that you have to make one-on-one sales calls to end users in order to sell your product or service... - 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... - Make Your Proposals Short, Sweet, and On Point
Government employees who have evaluated vendor proposals while with the government attend our federal sales seminars... - 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... - 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 ... - 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... - 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... - You Can't Learn Proposal Writing from a Book
Crafting a well written and compelling proposal is a complex and difficult task... - Get Your GSA Schedule Now Before it is too Late
In previous installments we stated that GSA Schedules are the sales closing mechanism of choice for small businesses. They are always open for bid and they cover all major industries; two critical characteristics unique to GSA schedules... - Base Closings Open Opportunities for Contractors
MAY, 2005: BASE CLOSINGS AND REALIGNMENTS ANNOUNCED According to recent GovExec... - 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 ... - 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... - 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... - 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... - 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... - GSA Schedule BPAs
A BPA is a simplified method of filling anticipated repetitive needs for supplies or services by establishing charge accounts with qualified vendors... - Selling IT: Teaming to Win Government IT Sales
Government buyers often look for "complete solutions" off of multiple award schedule contracts, such as the General Service Administration's Federal Supply Schedules (FSS)... - 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... - Use of GSA Schedules for Selling Services
GSA schedules are very powerful tools for selling services. In recently adding services to the list of available GSA schedules, the federal government recognized the reality of how services are purchased... - The Use of Letters of Supply for Sales to a GSA Schedule Holder
For a variety of reasons further explained below, product vendors may choose to become suppliers to another company that holds a General Services Administration (GSA) schedule contract... - 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... - Yet Another Contracting Vehicle
In a previous installment, we discussed the wide range of contracting vehicles used to close federal sales. We define the term in its broadest sense; a contract vehicle is a method under which a company may pursue and close a sale... - 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... - 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... - Teaming for Large Government Contracts
Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one... - 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... - 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... - Process versus Content in Federal Proposal Writing
Proposal writing involves both process and content. Effective writing processes are important but proposal content rules over process... - Write Defensive Proposals
Most authorities on writing federal proposals define a defensive proposal as follows: One written with the goal of being the last proposal standing An offering that presents a practical solution from the customer's perspective One that gives the... - Letters of Supply and Commercial Sales Practice
For a variety of reasons, product vendors may choose to become suppliers to another company that holds a GSA Schedule contract... - GSA's Maximum Order Threshold
A Maximum Order Threshold (MOT) is specified in the GSA Request for a Proposal (RFP). The amount of the MOT is negotiable, and its significance is often missed. The key is that the Price Reduction Clause does not apply to orders exceeding the MOT... - Peripheral RFP Requirements
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing, and federal sales... - Sell Then Tackle the Red Tape: Part 1
Companies new to the federal market frequently find that they have encountered a new culture with its own foreign language and requirements (such as red tape, the Federal Acquisition Regulation (FAR), contract boiler plate and countless acr... - Sell Then Tackle the Red Tape: Part 2
In the previous newsletter, we recommended that you postpone tackling the red tape until after after you have made a sale with a federal buyer... - 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)... - 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... - Advanced Proposal Writing : EVMS Certification
Federal entities are increasingly demanding that contractors use earned value management systems (EVMS) when managing federal projects, and that they do so using an earned value management system that has been certified... - Advanced Proposal Writing: Wisely Choosing What to Pursue, Part 2
Companies often fail to understand that while they may have the best product or provide the best services, this means little if their proposals don't win... - Proposal Writing: The Devil is in the Detail
In our previous newsletter, we stated that the most crucial step in federal proposal writing is deconstructing the Request for Proposal (RFP) sentence-by-sentence and clause-by-clause in order to build a complete proposal template (outline)... - 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... - 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... - 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%... - Do Not Open Yourself Up to Whistle Blowers
A whistle-blower exposure caused the federal government to claw back $200 million dollars from the Oracle Corporation for GSA schedule Price Reduction Clause violations... - Acronym: IDIQ Contract
Companies new to the federal market often find the alphabet soup of acronyms like IDIQ to be madly confusing. As defined by Wikipedia and shortened here: IDIQ is a contracting acronym meaning Indefinite Delivery Indefinite Quantity...
