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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. - Webinar: Selling to the Government from Your Own Backyard
Take 90-minutes and walk away with new approaches to selling to the federal marketplace locally. - Webinar: Understanding IDIQ, BPA, BOA, GWAC and GSA Contracts
Define the types of contracting vehicles available to contracting officers that will help them award you a contract quickly, and within the rules. . - Winning Federal IDIQ Contracts
Indefinite Delivery / Indefinite Quantity (IDIQ) multi-award contracts are the wave of the future .
Articles
- Small Business Goals Missed
In an article published in Federal Computer Week, October, 2005, Michael Hardy reports that a report card was released showing federal agencies missed their goals for small-business contracts... - Remember Two Simple Concepts and You'll Win Federal Business
1. Follow the Rules The Federal Acquisition Regulation (FAR) is the purchasing bible for federal contracting officers and all buying agencies. The rules are very specific about purchasing thresholds and the procedures to be followed... - GSA Schedule BPAs
A BPA is a simplified method of filling anticipated repetitive needs for supplies or services by establishing charge accounts with qualified vendors... - Blanket Purchase Agreements
A blanket purchase agreement (BPA) is a simplified acquisition method that government agencies use to fill anticipated repetitive needs for supplies or services. Essentially, BPAs are like "charge accounts" set up with trusted suppliers... - Blanket Purchase Agreements
Federal agencies can establish Blanket Purchasing Agreements (BPAs) under any GSA Schedule contract... - GSA's Maximum Order Threshold
A Maximum Order Threshold (MOT) is specified in the GSA Request for a Proposal (RFP). The amount of the MOT is negotiable, and its significance is often missed. The key is that the Price Reduction Clause does not apply to orders exceeding the MOT... - Blanket Purchase Agreements and Basic Ordering Agreements
This newsletter is the last in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - Would You Issue Public Bids If You Were a Federal Buyer?
Absolutely not, if you could avoid it! Why: Public bids are inordinately expensive and the amount of time it takes to acquire the good or service in question is ridiculously long... - The Trend Towards Multiple Award Contracting Escalates
The multiple award contract is becoming a way of life in the federal government. Many large, federal multiple award contracts have been awarded this year; several of them carrying ceilings of more than $1 billion... - The Benefits of an IDIQ Contract
Recent installments have discussed the federal government’s unending march to award federal contract through Indefinite Duration Indefinite Quantity (IDIQ) contacts... - Where is the Needle in the Haystack of Federal Contract Opportunities?
The first step to winning federal business is to invest in an aggressive, direct federal sales program. Notice the word "direct." Resellers can sell some of your products but services have to be sold by you... - Squeezing the Procurement Sponge: IDIQ Contracts Limit Competition within the Rules
This in the first in a series of six (6) newsletters about federal Indefinite Delivery/Indefinite Quantity (IDIQ) contracts and their growing importance in the federal market... - IDIQs Keep Getting Bigger as More are Issued
Indefinite Delivery / Indefinite Quantity contracts (IDIQs) are funded when individual task orders are issued for competition among the companies that have received awards... - 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%... - More on Selecting the Best IDIQ
With thousand of IDIQs out there, developing a sales strategy can be a tangled mess. However, it may not be as challenging as you might have originally thought... - We Won an IDIQ, Now What
Our previous newsletters discussed the trend in the federal government towards the use of Indefinite Delivery Indefinite Quantity (IDIQ) contracts to speed up the federal buying process... - Selling Using an IDIQ
Indefinite Delivery/Indefinite Quantity (IDIQ) contracts vary from agency to agency and there are a number of different types... - Acronym: IDIQ Contract
Companies new to the federal market often find the alphabet soup of acronyms like IDIQ to be madly confusing. As defined by Wikipedia and shortened here: IDIQ is a contracting acronym meaning Indefinite Delivery Indefinite Quantity...
