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Articles
- Stepping Over the Line
Our newsletters and sales seminars continually emphasize the importance of customer relationships; building solid relationships with your customers is the core of a successful federal sales program... - Alliant: Better Late Than Never
Editor's Note: The Alliant Small Business procurement questions and answers were published this week at FedBizOpps and the due date for proposals remains November 17, 2006... - Sell the Customer and then Write the Proposal
It is nearly impossible to produce a winning, customer-centric proposal by writing a blind bid in response to a federal Request for Proposal (RFP). The key to writing winning proposals is to sell the customer first, then write the proposal... - 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.... - Never Turn Down a Chance to Take the Tour
Washington, DC - Winter, 2003 "Meet me at the Capitol South metro stop. That's the only way I'm going to be able to let you in. I'll be wearing a black coat... - "On the Sales Firing Line" Columnist Explores the DHS Website and Headlines for DHS Opportunies
The following are snippets or summaries of stories that sales executives should read to see if there are any areas in which your company can be "of assistance" to the Government. When you read these stories, don't read them as a citizen... - Four Cold Calling Tactics
Many readers of "On the Firing Line" have asked about my thoughts on whether it is possible, in the post-September 11th world, to make personal cold calls on federal buyers... - Reality Check - Are You Embedded? Are You Sure?
Sometimes you need to take a good look at your current and potential clients and ask yourself, "Am I really going to be the first person they will call when they need my product or service every time?"If your gut isn't sure of this answer, you need ... - 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... - 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... - 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?
Midnight Friday, Midway Airport - I arrived home to Chicago exhausted after teaching a class and took the trek downstairs to the baggage claim... - 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... - OMB reports over use of "Name Brands" in Specifications
Office of Management and Budget (OMB) reports over use of "Name Brands" in Specifications from the Sales Firing Line, Eileen Kent Says, "Surprise, Surprise!"Challenge to Government Contracting Officers: "Don't Use Name Brands in RFPs" A memo was sen... - Throw Out Your Brochures and Your Power Point Presentations
For the past two years, I have been on the road coaching sales executives on how to sell to the government. During this time, I've seen a trend among experienced, high-powered executives during classroom role plays... - Fourth Quarter Frenzy - Contractors Called Again To "Fill the File"
As we approach the end of the fourth quarter, please be wary of the call which starts with, "I need a quote in the next few hours..." and it continues with a perfect listing of the contracting officer's needs... - 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... - Disaster Response and Recovery: Is There an Opportunity for You to Help?
While the politicians and department directors argue over what went wrong during the Katrina disaster, savvy contractors are becoming more and more embedded in the agencies... - Help The Government Solve Problems
Although the federal government is made up of hundreds of agencies, the few that we seem to hear about in the news are the Department of Homeland Security, the military and the Intelligence Community... - Role Playing
While most companies, sales people, managers and company owners resist it, role playing is one of the best ways to get your team prepared for any potential scenario... - Debriefings and Protests in Governement Proposals
In this installment we discuss the rules regarding debriefings and protests using the federal acquisition regulations as a model... - 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... - Past Performance
Federal, state and local governments have engaged in performance-based contracting for a long time. We've witnessed a dramatic upswing, however, in the last few of years, especially at the federal level... - Best Value
We've covered a lot in the previous 40 installments of this series, "Doing Business with Government... - Federal Contracting Legal Issues - Handling Gratuities
Let's say you've developed a working relationship with a federal agency program manager. The agency has purchased your company's products in the past and will likely do so in the future... - Negotiating as a Market-Based Discounter
Companies that discount based on market conditions-i.e. indiscriminate discounting-face a difficult path when negotiating with GSA. The GSA pricing policies are based on the principle of set price and discounting practices... - Blanket Purchase Agreements and Basic Ordering Agreements
This newsletter is the last in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - Managing Project Performance Using EVM
As we have repeatedly pointed out in prior newsletters, government agencies hate risk. Fancy solutions that promise to do more are fine, but as much as they like to impress, the minds of contracting officers are ruled by fear... - Proposal Writing: Filling in the Holes
In your capacity as the proposal manager, you have deconstructed the RFP and developed a proposal outline (template) that outlines what is required... - Advanced Proposal Writing: Key Elements When Writing About Your Program Management
For Small Businesses: Key Elements When Writing About Your Program Management Last week, we noted that the new strategy of federal agencies is to mandate that small businesses band together under a single lead small business and take on larger, more soph... - 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...
