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Articles

  • 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...
  • 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...
  • 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...
  • The Government Buys Everything
    It is now August 2005 and the federal government will be closing its accounting books in September 2005. Your business contacts are just finding out now how much money they have to "use or lose...
  • 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...
  • 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...
  • 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...
  • Picking the Low-Hanging Fruit - Federal Sales
    During the dot.com boom, venture capitalists turned up their noses at companies doing federal business...
  • Entry into the Federal Market
    Our readers frequently inquire about the difficulties associated with entering the federal sales market...
  • 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)...
  • 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...
  • 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...
  • 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...