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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
- Does Competition Exist Among GSA Schedule Holders?
Is there competition among GSA schedule holders? Like everything else in federal sales, the answer is yes, no, and maybe depending on who you talk to... - GSA the World's Biggest Customer
The most confusing aspect of a GSA proposal is the requirement to disclose your discounting practices. GSA uses the disclosures to negotiate a discount equal to or better than the best discount you have extended to your commercial customers... - Selling Services to Federal Agencies
Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market... - Is There a Magic Bullet?
We recently received a call from an engineering company that hasn't entered the federal sales 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... - The Government Buys Everything
It is now August 2005 and the federal government will be closing its accounting books in September 2005. Your business contacts are just finding out now how much money they have to "use or lose... - 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... - 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... - 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... - GSA Schedule Holders Take Note - GSA Might Compete Against You for Business!
A short time after my company was awarded its GSA schedule contract, I was out in the field visiting an agency client to deliver our products and services... - 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: 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... - GSA Schedule Teaming
The General Services Administration (GSA) has become a sales and marketing machine. The thrust of its pitch is that the agency makes things "easy" for everyone,especially government buyers and end-users... - People and the Federal Sales Process
As we have mentioned repeatedly in this series, people drive the federal sales process. The very lowest level in the proverbial food chain is you (the commission-hungry, federal salesperson and your revenue-starved boss)... - Using the GSA Schedule Program to Develop Your Multiple
A frequent reader of our installment series has no doubt surmised that we highly recommend getting on the GSA schedule as a potentially lucrative sales vehicle... - Federal Sales Require Patience, Persistence, and Perseverance
Companies new to the federal market typically do not understand the lead times required to make a federal sale... - 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... - Government Contract Vehicles
A "contract vehicle" is a broad term meaning different things to different people. We define the term in its broadest sense -it is a method under which a company may pursue and close a sale... - 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... - 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... - Best Value
We've covered a lot in the previous 40 installments of this series, "Doing Business with Government... - Riding Someone's Schedule
To satisfy complex agency needs with a minimum of effort, federal buyers often seek "complete solutions" through a single purchase, rather than multiple buys... - Think Big and Team up with Other GSA Schedule Holders
GSA encourages teaming arrangements among schedule holders to satisfy complex agency needs. Federal buyers often seek "complete solutions" through a single purchase, rather than multiple buys... - 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...
