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Federal Sales Training
- Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop . - Writing and Managing Winning Proposals
Write less, win more. If you can't afford to waste another minute or dime writing another losing proposal this class is for you.
Proposals
- Writing & Managing Winning Proposals
Write fewer proposals; win more .
Articles
- Creating Green Federal Facilities Will be an Endless Process
A recent article at Government Executive entitled GSA Officials Say They Are Off To A Fast Start On Energy-Efficiency Projects indicates the potential for revenue opportunities for facility maintenance contractors holding GSA schedule 03FAC Facilities Mai... - Internet Posting of Legislation and Stimulus Projects is a Good Thing But...
The Obama administration is keeping its promise of more transparency in federal contract and grant spending. At the state and local level, grants may become contracts; we hope. The status of stimulus project funding legislation will be posted at recovery... - Obama and Federal Sales
Your crystal ball is as good as mine. Mine says the following will happen to federal contracting under the new Obama administration. War spending will go down, slightly impacting DOD contractors negatively... - Learn to Play in a Recession-Proof Industry
Is the federal market recession proof? Consider the answers to these questions and judge for yourself... - The World's Biggest Customer
The federal government is the world's biggest customer; currently spending nearly $ 400 billion a year. Companies outside the market often have the misconception that the federal market exists only within the boundaries of the Capitol's Beltway... - The Democratic Victory and Federal Contracting
It goes without saying that the results of the November election will change federal contracting. The pundits are currently taking a stab at predicting how the game will change... - Full & Open? No, More like Limited Or Closed
At Fedmarket we sometimes call federal competition for professional services and high technology products "Limited and Closed" as opposed to "Full and Open", which is the public posture of the federal government... - Four Cold Calling Tactics
Many readers of "On the Firing Line" have asked about my thoughts on whether it is possible, in the post-September 11th world, to make personal cold calls on federal buyers... - Do You Want To Win Government Business? Do Not Respond to "Public Request for Proposals"
When I started selling to the government, I thought it made sense to see where all of the opportunities were being posted. I found a great spot online: Fedbizopps.gov. I could simply search by word, agency, procurement type, dollar amount, location... - Fourth Quarter Frenzy - Contractors Called Again To "Fill the File"
As we approach the end of the fourth quarter, please be wary of the call which starts with, "I need a quote in the next few hours..." and it continues with a perfect listing of the contracting officer's needs... - There is A Fine Line Between Assertive Sales and Aggressive Sales -- What Is It?
In my "Federal Sales 101 - Winning Government Business" class, many sales people ask me, "When am I being too pushy?" My take is that the government employee hardly ever comes out and tells you so... - 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... - 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... - Writing Winning Proposals
In order to win federal contracts, your company will have to write proposals in response to those Requests for Proposals (RFP's) in which it has an interest. The proposal-writing process is laborious, tiring, and expensive... - Proposal Writing: A Summary
Previous installments presented information on the proposal writing process. This installment summarizes the key points made in these installments. Winning proposals are sales driven and emanate from relationship-based sales... - Anticipating the Federal Buying Cycles
Good salespeople study the federal buying cycles and can, based on past experience, predict those periods during the year when their sales will be strong... - 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... - Responding to Public Procurements
In previous installments we discussed how to sell in the publicly-advertised IFB, RFQ, and RFP markets. In this installment we discuss how to respond (prepare a bid) to bid requests... - The Government Acquisition Cycle
Good salespeople think about buying cycles. They anticipate the dates that they're likely to cash in. And if times are lean now, they plant the seeds for a bountiful crop later... - Is Obama Trying to Harm the Federal Contracting Industry?
Politically and philosophically, yes. Intentionally and in practice, no. After all, we are voters too. For both political and philosophical reasons, the new administration is trying to return highly visible work to the appropriate federal agencies... - The Next Two Years in Federal Contracting
The Next Two Years in Federal Contracting: Some Uncertainties and Business as Usual The next two years in federal contracting will be uncertain in the information technology and defense system sectors and business as usual in others... - Advanced Proposal Writing: Wisely Choosing Which Opportunities
Making poor choices about which RFPs to respond to is the number one mistake small businesses make in the federal contracting arena... - Federal Buyers Squirreling Away Dollars
Are Federal Buyers Squirreling Away Budget Dollars for the August/September Spending Spree? No one knows really but probably yes. Why: Human nature: No one wants to turn back budget dollars because they won't get them back... - Which Flavors of IDIQs Should Our Company Seek?
The federal government doesn't actually know the number of active IDIQs but rough estimates are that the number exceeds 2,000 and is increasing at an annual rate of approximately 30%...
