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Articles

  • 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...
  • 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...
  • 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...
  • 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...
  • 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...
  • 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%...