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Articles

  • Multiple Award Contracts: The Wave of the Future
    Multiple Award Contracts (MACs) have the following characteristics. Awards are made to a number of vendors and the winning vendors compete among themselves for business...
  • Selling Services to Federal Agencies
    Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market...
  • Running into Old Friends in City Procurement While Teaching in Michigan
    A funny thing happened to me in Warren, Michigan, during the break of my Winning Government Business class for Detroit at the end of September of 2004...
  • State and Local Governments Have Their Rules Too!
    Although Fedmarket's installments and newsletters tend to focus on the federal government, I would like to take the time to address state and local government business. Many companies have approached me with questions about this marketplace...
  • Selling IT: Agency Focus
    In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside...
  • 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...
  • 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...