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Articles

  • Federal Marketing Activities that Work for Small to Medium Sized Businesses
    The previous installment warned that some federal marketing activities can be too expensive for small to medium sized businesses. You probably can't afford to sponsor a golf tournament in Washington, DC...
  • The Value of Federal Marketing
    Some believe that marketing is a critical component to having success in the federal market. Marketing efforts make the public, official buyers and end users aware of your company and your products or services...
  • GSA Visits Contractor Sites
    GSA will visit you to make sure you're tracking your GSA sales properly. GSA's auditors will also pay close attention to whether you have offered better pricing to the "basis of award group" defined under your GSA Schedule contract...
  • When Selling to the Government, Know Your Audience!
    I have to write about this subject because I was in a sales pitch presentation today and I walked away from the presentation angry and frustrated...
  • The Only Way To Uncover Government Business is to Focus, Focus, Focus!
    How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." It seemed overwhelming and a little frightening...
  • Goal for 2006 - Focus, Focus, Focus
    How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." The process seemed overwhelming and a little frightening...
  • Selling IT: Marketing IT to the Government
    In this article, we define marketing as activities to make the public, official buyers and end-users aware of your company and your products or services...
  • The Reality of Direct Sales to Government
    In our monthly federal sales seminars, some attendees openly rebel against the suggestion that they should be making direct sales calls. Those disbelievers say to the speaker, "there must be a better way...
  • 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...