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Articles

  • Provide a Solution, Not a Sales Pitch
    The process of arranging meetings with federal procurement officials (end users) is not an easy one. End users are busy and vendors from countries all around the world are trying to sell the end users their wares...
  • Entering the Federal Market
    You are a small to medium sized business located outside the Washington, DC area and you have decided that you want to enter the federal market. What should you do? 1...
  • 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 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...
  • 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)...
  • 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...
  • 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...
  • More on the Achilles Heel of Federal Contracting
    Proposal writing can be a chaotic experience for federal contractors. Late nights and last-minute crises are frequently a way of life...