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GSA Schedules
- GSA Proposal eLabPlus
Workshop to complete your GSA proposal in as few as 3 days. - GSA Proposal Full Service
Fedmarket writes and negotiates your GSA proposal for you. - GSA Compliance System
Implement a compliance system to maintain the integrity of your GSA Schedule contract. - GSA Proposal eLabPlus
Workshop to complete your GSA proposal in as few as 3 days.
Federal Sales Training
- GSA Proposal eLabPlus
Workshop to complete your GSA proposal in as few as 3 days. - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community . - Winning Federal IDIQ Contracts
Indefinite Delivery / Indefinite Quantity (IDIQ) multi-award contracts are the wave of the future .
Proposals
- GSA Proposal eLabPlus
Workshop to complete your GSA proposal in as few as 3 days.
Articles
- Procrastination and GSA Schedules
Writing a GSA Schedule proposal is an excruciating process for companies. Most people do not like to write and the problem is compounded by indecipherable Requests for Proposals provided by GSA... - 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... - Comparison of Federal Multi-vendor Contracts
It is difficult to be a successful federal contractor without having a multi-vendor contract. The basic types of multi-vendor contracts are summarized below... - Are Federal Bids Wired?
A common perception about federal public bids is that they are "wired," implying that the bid is set up or rigged to favor a particular company... - The Best Closing Mechanism
GSA Schedule contracts are the best closing mechanisms for small and medium-sized businesses that cannot afford to hold several multi-vendor contracts... - Public Bids as a Closing Procedure
Why would the federal government select a public bid as the closing procedure of choice given the horrendous lead time and cost involved? Federal contracting officers do their very best to avoid them... - Playing the Federal Sales Game
The federal market can be an alien and confusing world. Many would-be contractors firmly believe that federal bureaucracies are governed by strange and convoluted procurement rules designed to confuse and even intimidate... - 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... - Small Businesses and Federal Sales
The following question often surfaces at our seminars, "What procedures should be followed by small businesses eager to participate in the federal market?" The answer to this question is that a small business should implement an aggressive federal s... - 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... - GSA Schedule 30 Day Proposal Evaluation Program
The General Services Administration recently implemented a new GSA Schedule 30 day proposal evaluation program called the Multiple Award Schedule (MAS) Express Program.... - Get Your GSA Schedule Now Before it is too Late
In previous installments we stated that GSA Schedules are the sales closing mechanism of choice for small businesses. They are always open for bid and they cover all major industries; two critical characteristics unique to GSA schedules... - Firing Line Success Story
Small 8(a) Security Personnel Agency Learns the Contracting Game and Wins $1... - Using Freedom of Information Act to Obtain End User Information
Whenever we read a paper or hear the cable news networks use the acronym FOIA it always seems to be about information the media is trying to uncover... - Her First Day "On the Sales Firing Line" - Eileen Kent Goes to Washington
On my very first day alone selling to the government in Washington, DC, I took a Metro Train to the L’Enfant Plaza stop... - How to Make them See You - Creating Urgency
Message left at 10:00 a.m."Hello, this is Eileen Kent and I’m in town today. My understanding is that you’re responsible for continuity of operations... - 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... - 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... - 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... - Finding and Selling to End-Users in the Government
In past installments, we talked about finding the "right" agencies, namely the ones that are interested in buying your company's products or services... - 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... - GSA Price Reductions Clause
There's a lot to do in preparing a GSA Schedule proposal... - Public Bids as a Source For Bussiness Development Information
Does this sound familiar? "I do not have time to look at the public bids at FedBizOpps every day because we seldom respond to them unless we have ‘pre-sold’ the opportunity... - GSA Schedules and the Under $2,500 Micro Purchase
About 600,000 federal credit card holders spend $15-$20 billion annually. This federal market is like the commercial market in nearly every respect. Credit card holders make purchases to operate federal programs on a day-to-day basis -- e.g... - Entry into the Federal Market
Our readers frequently inquire about the difficulties associated with entering the federal sales market... - Protect Yourself from the Grim GSA Auditor
GSA schedule contract compliance is not that hard but it takes careful day-to-day control of discounts and sales force transactions... - Federal Procurement is Getting Messier by the Day
The federal procurement system is going south fast. Contracting offices are understaffed and experienced contracting officers are defecting to the private sector... - IDIQs: The Flavor of the Day
This newsletter is the second in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - Multi Vendor Contracts: Becoming the Rule
In previous newsletters, we described how multi-vendor contracts (IDIQ contracts) are becoming the rule rather than the exception in federal contracting... - 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... - 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... - 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... - GSA Contract Compliance; Do it Right from the Start
The most important aspects of contract compliance are: Compliance with restrictions on discounting practices (the biggest risk factor financially) Paying the GSA Industrial Funding Fee (IFF) on time Making best efforts to subcontract according to yo... - 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...
