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Articles

  • GSA the World's Biggest Customer
    The most confusing aspect of a GSA proposal is the requirement to disclose your discounting practices. GSA uses the disclosures to negotiate a discount equal to or better than the best discount you have extended to your commercial customers...
  • 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...
  • Department of Homeland Security - Relationships with GSA Schedules Win Business
    When I took my first Fedmarket.com class in mid-2002 called "Selling to the Department of Homeland Security," there were over 70 people in the room drooling for business...
  • Agency Uncovered
    When I taught "Winning Government Business" and "Selling to the Government" this week, I found there was an interesting trend in the attendees...
  • 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...
  • Finding and Selling to End-Users in the Government
    In past installments, we talked about finding the "right" agencies, namely the ones that are interested in buying your company's products or services...
  • 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)...
  • Countering the "World's Biggest Customer" Argument
    The problem most companies face when trying to argue that GSA's prices should be higher than your Most Favored Customer is that GSA will almost always say: "We are the world's biggest customer, and we should have better than your best price even if ...
  • 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...