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Federal Sales Training
- Federal Sales 101: Winning Government Business
Fedmarket's most popular course, eight-years in the running. Whether you are new to the marketplace or a seasoned veteran this class will jump start your sales endeavors.
Articles
- When the Sale Takes Place
Almost all newcomers to the federal market make the mistake of thinking that a sales opportunity arises when a request for a proposal or bid is published. In reality by the time a bid is published, the sale has probably already been made... - 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... - Should We or Shouldn't We
Should you join the parade to grab some of endless flow of federal contracting opportunities? The federal government has always been an extremely lucrative market; world events are just making it more visible... - Selling Services to Federal Agencies
Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market... - Selling to the Feds
Federal end-users, such as human resource program managers, engineers, or facility managers, make most purchasing decisions. As the term implies, the end-user is the person who will actually use the service... - When Selling To The Government, You Have to "Dig" For Gold
"One of the largest mistakes I've seen in the business is that companies just scratch the surface of many agencies and never find a dime's worth of business, " said Richard White, Owner of Wood River Technologies and Fedmarket... - 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... - Thanksgiving - A Great Opportunity
A perfect time to reflect on all of the people and things we appreciate... - Now's the Time To Sell To the Government, Now's The Time to "Get Real"
Some people sell with enthusiasm, others are more laid back. The best sales technique is to be yourself - a human being looking to help government employees by making their job easier and following the rules... - 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... - Finding a Great Government Sales Executive
We were asked by a recent attendee of our "Winning Government Business" class in Atlanta how to find a great person to sell his products and services... - Formula for Government Sales Success Depends On Many Factors, But The Number of "Impressions" Each Week is The Manager's Key
Business owners are constantly challenged with the issue of what to expect from their government sales executives in terms of time management, goals and actual results... - How Can You Kick Out the Incumbent?
Companies with Key Relationships on the Inside Are Winning Government Business. How Can You Kick Out the Incumbent? Understand Your Customers and Solve Their Problems... - Patience, Persistence, Perseverance Are the Keys to Winning Government Business
When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government... - November 2005 Thank Your Federal Clients During Thanksgiving
Thanksgiving - a perfect time to reflect on all of the people and things we appreciate... - Disaster Response and Recovery: Is There an Opportunity for You to Help?
While the politicians and department directors argue over what went wrong during the Katrina disaster, savvy contractors are becoming more and more embedded in the agencies... - 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: Business Development
In our newsletters, we talk a lot about the importance of advanced knowledge -- knowing about an agency, its people, its nuances and, most importantly, its program goals... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - 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... - 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... - Government Subcontracting Opportunity Sources
Finding subcontracting opportunities is a difficult process for companies without existing prime contractor relationships... - Doing Business with Prime Contractors
We are frequently asked by small or medium-sized businesses whether they should attempt to sell directly to federal end users or sell to prime contractors through subcontracts... - 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... - Publicly-Advertised Negotiated Procurements
The publicly-advertised negotiated procurement market segment is a new world for companies that have not bid on negotiated procurements using requests for proposal (RFP) procedures. Responding to RFPs is unique for several reasons... - 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... - Teaming for Large Government Contracts
Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one... - Women-Owned Business Contracting
Congress has established a 5-percent government-wide goal for awards to women-owned small businesses (WOSBs). Yet year after year, federal agencies fail to meet this goal. In fact, in 2001, the government awarded just 2... - Best Value
We've covered a lot in the previous 40 installments of this series, "Doing Business with Government... - 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...
