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GSA Schedules
- 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 .
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. . - FedBuying Intelligence
Who bought what, from whom, for how much, when and where.. - Direct Marketing Services
Develop a strategic marketing plan lead by federal business development professionals. .
Articles
- Be Proactive to Win Federal Dollars
Proactive methods have governed sales approaches for products and services since the days of Willy Lowman. The same basic principles remain the keys to success in federal sales... - Federal Marketing Activities that Work for Small to Medium Sized Businesses
The previous installment warned that some federal marketing activities can be too expensive for small to medium sized businesses. You probably can't afford to sponsor a golf tournament in Washington, DC... - Become an Insider in the Federal Market
Consider becoming an insider and share in the fruits of the world's largest market. Remember, the insiders were outsiders at one point in time and the game is not that tough to play once you understand it... - 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... - 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... - Playing the Federal Sales Game
The federal market can be an alien and confusing world. Many would-be contractors firmly believe that federal bureaucracies are governed by strange and convoluted procurement rules designed to confuse and even intimidate... - Finding Federal Buyers
A huge problem that newcomers face when trying to enter the federal market place is that it is enormously difficult to find end users... - Let the Light Shine In
A huge problem that newcomers face when trying to enter the federal market place is that it is enormously difficult to find end users (the person with money who needs what a company is selling)... - 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... - Developing a Federal Sales Plan
How early should you identify a sales opportunity in the federal market? The answer is that an opportunity must be identified before anyone, including the customer, knows that an opportunity exists... - 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... - Is There a Magic Bullet?
We recently received a call from an engineering company that hasn't entered the federal sales market... - Report from the GSA Expo, San Antonio, TX 2006
GSA Schedule holders, GSA employees, government buyers and end users descended upon San Antonio, TX the week of May 14, 2006 for the GSA Expo... - 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 ... - 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/)... - 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: Sales and Marketing Basics
Company managers new to government sales often view governments as bureaucratic bodies from another world, imbued with strange and mysterious procurement rules, rules designed to confuse and even intimidate... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - Selling Open Market Items
In past installments we talked about how a contracting officer who wants to buy off the GSA Schedule will sometimes choose to issue requests for quotes (even though the FAR doesn't require it) when: She's not quite convinced yours is the best soluti... - Selling IT: Buyer's Duty to Search Across Schedules
In this installment of Selling IT to Government, we touch on an issue -- keywords -- that is of particular importance to federal multiple award schedule contractors. Yes, that's right -- keywords... - 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)... - 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... - 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... - 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... - Business Development - The Key To Federal Sales
In an earlier installment we said that you will chase your tail if you lack a laser-like focus in the federal market. Business development is the process used to identify potential buyers (end-users and official buyers) for your product or service... - 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... - Government Contract Awards Data
Contract awards data is the most misunderstood source for business development. It comes from two vastly different sources. Plus, it's sometimes inaccurate, and often untimely and incomplete... - 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... - Comparing the Commercial and Federal Markets
The commercial and federal markets are more similar than some would think. In both the federal and commercial sectors, people buy products and services. Many tend to think of the government as a faceless behemoth... - Selling to Government Cardholders
A number of important changes came out of the federal Procurement Reform Era of the mid 1990s. Perhaps the most significant of these was the emergence of widespread government credit card purchasing... - 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 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... - 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... - 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... - Federal Acquisition of Foreign Supplies and Services
Throughout this installment series we've tried to unravel some of the tangled rules and conventions of government contracting. There is perhaps no topic, however, that is a better candidate for unraveling than today's... - Best Value
We've covered a lot in the previous 40 installments of this series, "Doing Business with Government... - Environmental and Energy-Efficient Products
Last week we talked about the importance of "best value" in federal contracting. We emphasized the fact that best value factors are subjective, providing the contracting officer a fair bit of discretion in selecting a winning vendor... - 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... - 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... - 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... - 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... - More on Selecting the Best IDIQ
With thousand of IDIQs out there, developing a sales strategy can be a tangled mess. However, it may not be as challenging as you might have originally thought... - 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...
