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GSA Schedules
- Audit Proof Your GSA Schedule Contract
Stay out of trouble, stay in compliance, and avoid paying costly penalties .
Federal Sales Training
- Audit Proof Your GSA Schedule Contract
Stay out of trouble, stay in compliance, and avoid paying costly penalties . - Complimentary Webinar: Government Proposal Writing for Newcomers
Demystify the government proposal writing process; attend our complimentary webinar . - Fundamentals of International Traffic in Arms Regulations (ITAR)
Bolster your understanding and your company's compliance with ITAR .
Proposals
- Proposal Writing Template
Don't reinvent the proposal writing wheel. - Complimentary Webinar: Government Proposal Writing for Newcomers
Demystify the government proposal writing process; attend our complimentary webinar .
Articles
- The New Administration and Federal Sales
These are chaotic times for the federal market; the good, bad, and the ugly of a change in administration amidst an economic crisis. Fortunately most of the developments in the market are good... - Proposal Writing Guidelines and the Review Process
The very best proposals are those written in a single voice. However, this goal is difficult to reach if multiple proposal writers are involved on the project... - Proposal Writing for Government Contracting
The previous installments we discussed managing and organizing a proposal writing project. This installment provides guidelines and tools for the proposal writing effort itself... - Multi Vendor Contracts: Becoming the Rule
In previous newsletters, we described how multi-vendor contracts (IDIQ contracts) are becoming the rule rather than the exception in federal contracting... - Installment 1: The Best Offense is a Good Defense
"Cracking the $420 Billion Federal Market: The Small Business Guide to Federal Sales" Installment 1: The Best Offense is a Good Defense Outsider Perception: The market is impenetrable... - Installment 2: Make the Biggest Customer Your Own
Outsider Perception: The federal market is enormous. Reality: The market is much bigger than you think. In order to enter the market, your sales staff should tackle the federal market as they would any new customer in the commercial setting... - Installment 3: Market Research in the Federal Sector
Outsider Perception: The federal government keeps detailed statistics on what it purchases. Reality: The tracking of federal spending is marginal at best. Lesson: Do what you can and then apply your "street smarts"... - Installment 4: Become an Insider in the Federal Market
Outsider Perception: The federal market is dominated by insiders. Reality: A large portion of the federal pie is given to insiders who know how to play the federal sales game... - Installment 5: Competition and Price Sensitivity in the Federal Market
Outsider Perception: The federal market is open and competitive. Reality: Competition does take place but, for most transactions, it is limited so that purchases can be made quickly and at reasonable costs to the taxpayer... - Installment 6: Are Federal Bids Wired?
Outsider Perception: Most federal bids are wired for insiders like Halliburton.. Reality: The term "wired" is too strong a word. Companies which pre-sell federal opportunities are in a favored position... - Installment 7: Fundamentals of Federal Contracting
Outsider Perception: In order to participate in the federal market, you must accept the mountains of red tape that come with handling such business... - Installment 8: Making a Federal Sale
Outsider Perception: Federal agencies order products and services only from their favored vendors... - Installment 9: Closing a Federal Sale
Outsider Perception: Federal sales are almost always announced through public bids which are open to all; federal buyers then evaluate vendors' responses and pick the eventual winner... - Installment 10: Start with the Credit Card and Quick Buy Markets for Smaller Transactions
Outsider Perception: Federal purchases are made the same way regardless of the amount of money involved... - Installment 11: Consider Starting as a Subcontractor to a Prime
Outsider Perception: Most federal business is conducted with direct contracts between the end users and the vendor. Reality: A large amount of federal business is done through commercial subcontracts with federal prime contractors... - Installment 12: Selling Directly to Prime Contractors
Outsider Perception: Selling products and services to a federal prime contractor is easier than selling directly to the federal government... - Installment 13: Pre-approved Government Price Lists
Outsider Perception: Federal work is awarded only after a lengthy public bid process takes place. Reality: A great deal of federal business is conducted through companies with "pre-approved federal price lists" rather than through the public bid route... - Installment 14: Getting a Pre-approved Federal Price List for Your Company
Outsider Perception: Perception: Doing federal business requires that you jump through bureaucratic hoops. Reality: In order to get a pre-approved federal price list, your company must jump through several hoops...
