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Federal Sales Training


Articles

  • Negotiating GSA Prices
    The General Services Administration (GSA) appears to be placing more emphasis on obtaining the lowest possible price when negotiating GSA schedule contracts...
  • The Similarities and Differences Between Commercial and Government Sales
    Most people outside Washington, D.C., view the federal market as strange and unique. The truth is, it is and it isn't. On the sales side, the federal market is identical to the commercial market...
  • 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...
  • Popular Types of Multiple-vendor Contracts
    The federal government could not function without multi-vendor contracts and more and more dollars are being awarded under this type of contract each year. There are many types of multi-vendor contracts. The two most popular are summarized below...
  • Insights on Closing a Federal Sales
    The commercial and federal markets are basically identical in that you have to make one-on-one sales calls to end users in order to sell your product or service...
  • Proposal Writing Is Not Going to Go Away
    Most owners of small and medium-sized federal contracting companies wish that writing proposals was not a requirement of doing business with the federal government...
  • The Eagle Has Landed
    Multiple Award Schedule Contracts (MAS) are master contracts that allow the companies which receive an award of such a contract to compete for task orders over the term of the contract...
  • 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...
  • 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...
  • 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...
  • Record Retention Requirements for Federal Procurement Laws
    In the wake of Enron, WorldCom, Global Crossing and other corporate scandals, corporate requirements and practices are under the microscope. Among the more important issues are those involving record retention...
  • Update on Contract Bundling
    Recently, the Bush administration released new reporting requirements and proposed regulatory changes designed to curb the practice of bundling...
  • Ride the Wave of IDIQ Contracts
    This newsletter is the first in a series of five newsletters about the federal government's increasing reliance on multiple award contracts. The use of Indefinite Delivery, Indefinite Quantity (IDIQ) contracts is becoming more prevalent by the day...
  • 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...
  • Making Sense of IDIQ Purchasing Vehicles
    This newsletter is the third in a series of five newsletters about the federal government's increasing reliance on multiple award contracts...