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GSA Schedules
- Audit Proof Your GSA Schedule Contract
Stay out of trouble, stay in compliance, and avoid paying costly penalties . - Webinar: GSA Schedules 101 - Demystifying GSA Schedules
What is a GSA schedule and why do I need one? Get your answers here.
Federal Sales Training
- Audit Proof Your GSA Schedule Contract
Stay out of trouble, stay in compliance, and avoid paying costly penalties . - Webinar: GSA Schedules 101 - Demystifying GSA Schedules
What is a GSA schedule and why do I need one? Get your answers here . - Writing and Managing Winning Proposals
Write less, win more. If you can't afford to waste another minute or dime writing another losing proposal this class is for you. - Advanced Cost Proposal Workshop
Gain hands-on experience with the link between cost accounting structure and proposal pricing . - Advanced Proposal Development Workshop
Improve your ability to manage proposals, reduce rework, and create proposals the evaluators can use to choose you . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. . - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community . - Sustainability Acquisition Reporting
Special Netcast Pricing Available Per Connection Invite unlimited viewers for one low price, call 888-661-4094, Ext.2 to register More about netcasts...Whether you are a Big Business, Small Business, Woman Owned Business or GSA LogWorld Contract Holder,...
Proposals
- Price Proposal Services
Work with Fedmarket experts to prepare your cost volumes. - Proposal Writing Services
Fedmarket writes your proposal for you. - RFP Templates
Templates for standard RFP responses. - Advanced Proposal Development Workshop
Learn how to manage, structure, and write a winning proposal. - Writing & Managing Winning Proposals
Write fewer proposals; win more . - Advanced Cost Proposal Workshop
Cost proposal techniques that improve your ability to price to win. . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Sales Tools
- Direct Marketing Services
Develop a strategic marketing plan lead by federal business development professionals. .
Articles
- Model Your Federal Proposals and Refine, Refine, and Refine (I)
For many companies proposal writing is reinventing the wheel over and over, at great costs within tight deadlines... - Message to Management: Why Should My Proposal Writing Capabilities Concern Me?
Federal proposal writing is inherently chaotic, a drain on billable hours, and crucial to revenue generation... - Eliminate Wasted Billable Time in Proposal Writing
Wasted billable time in writing the technical solution for federal proposals is one of the mortal sins of federal contractors. Why? Subject matter experts don't really want to write in the first place so they circle, procrastinate, and postpone... - The Hard Part: Establishing the Customer Relationship
Like commercial sales the key to success in federal sales is establishing a customer relationship. Finding and convincing new customers that you are the answer to their prayer can be an arduous process because the government can be resistant to new faces... - The Washington Post Pegs Stimulus and Contracting
A Washington Post article entitled If Spending Is Swift, Oversight May Suffer; Plan's Pace Could Leave Billions Wasted by Robert O'Hara says it all about federal stimulus spending and its impact on federal contracting. Mr... - Searching for Sales Opportunities
Products, services, and technology-based solutions are sold through relationships in both the commercial and federal sectors... - 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... - How Purchasing Decisions Are Made
Like all of us, the people who make buying decisions in the federal government are influenced by their own biases, perceptions, and views of the world... - Distinguishing Yourself
You have a great product or service. Your price is where it needs to be. Perhaps you responded to an RFP once or you spent tons of time and money writing a proposal... - 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... - Alliant: Due Date for Alliant Small Business Proposal Extended
On November 7, 2006, the General Services Administration announced that it extended the due date for Alliant Small Business proposals from November 17, 2006 to December 6, 2006... - The Bid-No Bid Decision Process
The proposal bid/no bid decision is crucial to proposal writing success. Make the bid/no bid decision early and base it on a realistic assessment of your chances to win. The decision should be made before or immediately upon RFP release... - The Consequences of Writing Losing Proposals
Previous installments have discussed the need to pre-sell a client prior to the announcement of a public bid and the need to write proposals in the voice of the customer... - Make Your Proposals Short, Sweet, and On Point
Government employees who have evaluated vendor proposals while with the government attend our federal sales seminars... - Improve Your Proposals: First, Deconstruct the RFP
The proposal writing process starts with the Bid/No Bid decision. Ideally, a yes decision will be based on what you know about the customer from sales efforts carried out well before the Request for Proposal (RFP) is published... - The Do's and Dont's of Proposal Writing
Listing all of the do's and don'ts of proposal writing would fill a small book. Some of the more important do's and don'ts are: Do Write a proposal to solve the customer's problems as THEY perceive them, not how YOU perceive them... - Proposal Boilerplate: A Double-Edged Sword
Using boilerplate -- written material that can be reused in different proposals -- is a double-edged sword. It can save the day from a time and cost viewpoint and can create guffaws (and many lost evaluation points) from the proposal evaluators... - How Proposal Evaluators Think
Many people who have evaluated federal proposals have attended our proposal writing seminars. Without exception, they say the following: Give us exactly what we asked for in the RFP, no more or no less. Avoid sales pitches without substantiation, e... - Does a Relationship with the Customer Guarantee a Win?
In our previous proposal writing installments we have stated over and over that building a customer relationship is the key to a successful proposal... - What is a Defensive Proposal?
Most authors on federal proposal writing define a defensive proposal as follows: Is written not to be eliminated; to be the last proposal standing Presents a practical solution from a customer perspective Gives the customer what they want; no more ... - Writing the Management Plan
An effective Management Plan can be written by an experienced Proposal Manager with little or no expertise in the subject matter of the RFP. Writing one from scratch however, is costly, time consuming, and tedious... - The Proposal Writing Dilemma, Again
We return to a frequent topic - - the practice of some companies to submit proposals that are both poorly written and not organized well... - Solving the Proposal Writing Dilemma
Our last installment discussed the haphazard and disjointed federal proposal writing efforts that take place in most companies and why they occur. This installment presents concrete steps that can be taken to minimize the problem. 1... - Corporate Experience and Resume Database
In a recent installment "Solving the Proposal Dilemma," we recommended that you invest in building a database of up-to-date resumes and corporate experience and actually keep it updated... - Proposal Gobbledygook Loses and Brevity Wins
Why are proposal page limitations becoming more and more prevalent in federal Requests for Proposals (RFPs)? Proposal evaluators find their task either distasteful or mildly painful... - 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... - Don't Waste Your Precious Proposal Resources
Your most precious proposal resource is your technical staff. Their morale and attitude is critical to contract performance and the production of high-quality proposals. Don't waste this resource by losing proposals... - Cornerstones to Proposal Success: Compliance
Not meeting Request for Proposal (RFP) requirements is the most prevalent reason used by evaluators to reject proposals. Therefore, meeting each and every requirement specified in a RFP is critical to a winning proposal... - Two of the Deadliest Proposal Writing Sins
A service company's two greatest assets are its corporate experience and the background of its staff. Often, both assets are not presented effectively in a company's federal proposals... - Curing the Two Deadly Sins
The previous installment discussed the problems associated with waiting until the last minute to tackle critical issues and providing overblown corporate experience and personnel chapters for federal proposals... - Best Practices and Best Avoided
Our seminar staff recently completed one of our monthly seminars on proposal writing. As we do in every class, we discussed how proposals should be written to be the "last proposal standing" or, said in Fedmarket-speak, a defensive proposal... - Saved by the Modification or Extension
Does this scenario happen in your company? You are writing two or more proposals in parallel or perhaps even just one... - Full & Open? No, More like Limited Or Closed
At Fedmarket we sometimes call federal competition for professional services and high technology products "Limited and Closed" as opposed to "Full and Open", which is the public posture of the federal government... - More on Defensive Proposals
In an earlier installment, we defined a defensive proposal as follows: One written not to be eliminated from consideration by the proposal evaluation committee The proposal written with the goal of being the last proposal standing A presentation... - Save Money and Time with Proposal Templates
If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - More on the Difficulty of Proposal Writing
The process of creating a compelling and winning proposal is a difficult one. Proposal writing is different than anything else a company does... - What Federal Proposal Evaluators Want
Most federal proposal evaluators share several characteristics. They don't want to read your proposal and many only read certain sections; they skim for the good parts... - Templates and Federal Proposal Writing
Templates can play an important role in federal proposal writing. If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - In Proposal Writing Second is the Same as Last
In many ways, writing a federal proposal is like writing a college term paper. However, the similarities end with the results. In college, you may have been reasonably happy to accept a B... - It's the Outline, Stupid
Effective written material is always the result of a process which began with an outline. Proposal evaluators want concise, easy-to-read information free of fluff and sales pitches... - How to Write Losing or Unsuccessful Proposals
How to write losing proposals is not a particularly positive topic to discuss. However, many federal contractors seem quite adept at preparing such proposals so the discussion is most likely a worthwhile one... - What is in a Capture Plan?
Before you start writing a proposal, be sure to insist on having your business development team prepare a capture plan... - A Renewed Emphasis on Proposals
There is a widespread perception that the preparation of an extensive and exhaustive proposal is a necessary evil inherent to doing work with the federal government... - Model Your Federal Proposals and Refine, Refine, and Refine (II)
For many companies proposal writing is reinventing the wheel over and over, at great costs within tight deadlines... - Make Your Proposal File Structure Useful
When writing proposals you generate vast numbers of files, documents, artifacts, and other items that you want store for reuse. Easy retrieval becomes paramount in achieving this objective... - Do Templates Work for Task Order Proposals?
Use of templates for proposals in response to Indefinite Delivery Indefinite Quantity (IDIQ) Task Orders works well and can reduce proposal writing costs significantly... - Figure Captions, the Unexplored Selling Frontier
Given the following table: Number of Personnel Position Responsibility 1 Project Manager Management of the project 1 System Architect Software architecture 1 Data architect Database architecture 3 Business Analyst Identificat... - Write in the Customer's Voice
Proposals written in the customer's voice win. Federal customers know their requirements, and some know the solution to their problems. Others do not know they have a problem, and you must help them define the problem and the solution... - Proposal Managers can Have a No Win Job
Many proposal managers have a no win job and others are more fortunate. The fortunate ones are blessed with company management that is experienced in the federal sales game... - The Three Rs of Proposal Writing
Government end users hate risks and love risk avoidance. So think risks, risks, and risks when preparing the outline of your approach to the customer solution... - The Chaos of Proposal Writing
Federal government proposal writing is treated like a mysterious step child by many companies. For these companies, the process of writing a response to a federal Request for Proposal (RFP) is not a process at all... - Could Your Proposal Writing Process Be More Structured?
It is not possible to have too much structure in your proposal writing process and even the largest prime federal contractors do not have enough... - You Can't Learn Proposal Writing from a Book
Crafting a well written and compelling proposal is a complex and difficult task... - What is Happening at GSA?
The Federal Supply Service, the General Services Administration (GSA) organization responsible for GSA schedules, is undergoing significant changes. Scope of work issues have placed the agency under a microscope... - Submitting Proposals to the 'New GSA'
In our previous installment, we discussed how the General Service Administration (GSA) is becoming more stringent and rigid with respect to its review or evaluation of GSA Schedule offers... - GSA Schedule Rejections
The task of preparing proposals for submittal to the General Services Administration (GSA) has always been a difficult one for those unfamiliar with government contracting... - GSA Schedules and Small Businesses
As reported in earlier installments, the federal government's use of multi-vendor contracts to buy products and services is steadily increasing... - Fitting Schedules to Companies Part II
GSA created a Consolidated Schedule (00CORP) for companies needing more than one Schedule to cover their offerings. It's a step toward a single GSA Schedule for all products and services, but it falls short in its coverage... - Schedule-Speak: A New Foreign Language
Small businesses new to federal contracting almost always find the language in GSA Schedules mysterious, confusing, and impenetrable... - GSA Moves to Electronic Submission
Traditionally most GSA schedule proposals (offers) have been submitted in paper form. Gradually GSA has been moving toward electronic submission, and this movement has accelerated during the last few months... - Full and Open Competition
Public bids under the federal government's "full and open competition rules" are horrendously inefficient. End-users and official buyers do not like to use public bids... - The Only Way To Uncover Government Business is to Focus, Focus, Focus!
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." It seemed overwhelming and a little frightening... - Running into Old Friends in City Procurement While Teaching in Michigan
A funny thing happened to me in Warren, Michigan, during the break of my Winning Government Business class for Detroit at the end of September of 2004... - 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... - Selling IT Business Opportunities Under the E-Government Act of 2002
The E-Government Act of 2002 (EGA) created a number of sales opportunities for IT services companies. The EGA authorized the following amounts for e-government projects... - "Getting On" the GSA Schedule
So you're thinking about putting your company's products or services on the GSA Schedule? Maybe you find yourself being pushed and prodded by the "stick": more and more, your government customers are asking you when you'll be getting on the Schedule... - Federal Proposals and Debriefings
Used judiciously, proposals and debriefings can be a source of sales opportunity information... - The Guidelines for Winning Public Bids
The success of the General Services Administration (GSA) schedule program and the increased reliance by federal agencies on other Indefinite Quantity Indefinite Duration (IDIQ) contracts have reduced the number of public Requests for Proposals (RFPs... - Sell and Then Write Defensively to Win Government Contracts
Last week's installment discussed the necessity of pre-selling a sales opportunity before it appears as a public bid... - Loss Avoidance as a Sales Tactic
Companies hoping to land large federal sales opportunities quickly discover that bids offered under a public, Request for Proposal (RFP) are often expensive prospects to bid upon... - Think Twice Before Chasing Dollars from New Federal Programs
Newly emerging federal programs, which seem to be materializing with increasing frequency, include: The War on Terrorism (primarily located within the US Department of Homeland Security and the Department of Defense) The Reconstruction of Iraq N... - Mastering the Foreign Language Known as the GSA Schedules
Small businesses new to federal contracting almost always find General Services Administration (GSA) schedules mysterious and confusing... - Proposal Evaluation: How Final Decisions Are Made
Defense wins in the National Football League and it wins in government proposal writing. You must write proposals with a goal of avoiding elimination while at the same time writing a customer-centric proposal... - Proposal Writing Guidelines and the Review Process
The very best proposals are those written in a single voice. However, this goal is difficult to reach if multiple proposal writers are involved on the project... - Preparing GSA Schedule Proposals
Our speakers are frequently asked in our GSA Schedule seminars questions such as "Why is preparing the GSA Schedule offer so difficult? Our company has been working on our offer for more than six months and we are still not even close to having it r... - GSA Schedules and Sales Costs
We have previously discussed that a business may have to invest $25,000 to $75,000 (in terms of sales costs) to obtain a GSA Schedule... - GSA eOffer
The General Services Administration ("GSA") recently launched eOffer, an online tool developed for use in the GSA schedules programs... - Publicly-Advertised Negotiated Procurements
The publicly-advertised negotiated procurement market segment is a new world for companies that have not bid on negotiated procurements using requests for proposal (RFP) procedures. Responding to RFPs is unique for several reasons... - Responding to Public Procurements
In previous installments we discussed how to sell in the publicly-advertised IFB, RFQ, and RFP markets. In this installment we discuss how to respond (prepare a bid) to bid requests... - Managing the Proposal Process
Proposals are what some might call a "necessary evil" in the government negotiated procurement market... - Proposal Writing for Government Contracting
The previous installments we discussed managing and organizing a proposal writing project. This installment provides guidelines and tools for the proposal writing effort itself... - Oral Presentations for Government Proposals
When government agency personnel notify you that they would like your company to make an oral presentation, it’s a very good thing...
