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Articles
- Learn to Play the Federal Sales Game Like an Insider
How do you play a game where the rules are stacked in favor of insiders? Learn to stack the deck for yourself or don't play. Playing in the federal market is a game in the same sense that selling in the commercial market is a game... - 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... - Federal Sales and Self Interest, the Federal End User
The next four installments discuss how self interest impacts people involved in the federal buying process. Buyers in the commercial and federal sectors behave in the same manner... - Can Others Help You Win Contracts?
Winning federal contracts is an expensive and arduous process. It helps if you can find someone to pave the way. The best candidate would be someone, such as a business partner or personal friend, who has a federal customer... - The Best Closing Mechanism
GSA Schedule contracts are the best closing mechanisms for small and medium-sized businesses that cannot afford to hold several multi-vendor contracts... - More on Closing Federal Sales
The last installment discussed various ways to close federal sales. Among all closing mechanisms, multi-vendor contracts are becoming the favored way to close federal sales if you are lucky enough to have one... - How to Close a Federal Sale
Making sales in the commercial sector can be difficult but closing a sale usually isn't... - People Buy Not Agencies
Contrary to popular belief, people buy in the federal market, not agencies. The only way to make a federal sale is to contact a buyer through a direct sales call... - Should We or Shouldn't We
Should you join the parade to grab some of endless flow of federal contracting opportunities? The federal government has always been an extremely lucrative market; world events are just making it more visible... - Finding Federal Buyers
A huge problem that newcomers face when trying to enter the federal market place is that it is enormously difficult to find end users... - Provide a Solution, Not a Sales Pitch
The process of arranging meetings with federal procurement officials (end users) is not an easy one. End users are busy and vendors from countries all around the world are trying to sell the end users their wares... - Shoot the Messenger
Fedmarket's Federal Sales Academy was prominently featured in the April 15, 2006 issue of Government Executive Magazine in an article entitled, "Contracting 101" by Kimberly Palmer... - Entering the Federal Market
You are a small to medium sized business located outside the Washington, DC area and you have decided that you want to enter the federal market. What should you do? 1... - Selling Services to Federal Agencies
Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market... - 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 ... - 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... - 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... - GSA Visits Contractor Sites
GSA will visit you to make sure you're tracking your GSA sales properly. GSA's auditors will also pay close attention to whether you have offered better pricing to the "basis of award group" defined under your GSA Schedule contract... - 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 Schedule Competition in Real Life
For political reasons the federal government takes the position that competition for federal contracts is 'full and open"... - New Women Owned-Small Business Posts $2.5 Million!
United MedEvac Solutions, Inc., (UMS), was formed in April 2005 as a Women-Owned Small Business by Danielle "DeDe" Wilson (President) and Larry W. Case (Vice President) as a result of an immediate need for Ft. Hood's on base air medical coverage... - End User Spotlight: Facility Managers
According to the International Facility Management Association, facility management "is a profession that encompasses multiple disciplines to ensure functionality of the built environment by integrating people, place, process and technology... - 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... - 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... - Goal for 2006 - 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." The process seemed overwhelming and a little frightening... - 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... - 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... - Interviewing Your Potential Federal Client is Much Easier Than Selling to Your Client
Sales executives tend to rush into the offices of federal end users and contracting officers and start performing the dog and pony show... - Selling IT: Introduction to the Government IT Sector
Governments at all levels are becoming citizen-centric in delivering services, e.g., developing Internet portals that provide single points of entry for citizens and businesses... - Commitment and Focus in Federal Contracting
In the last installment you learned about some of the realities of federal sales. In this installment you will learn about the need for commitment and focus to overcome the inherent barriers to entry. First, you must commitment to the market... - Business Development - The Key To Federal Sales
In an earlier installment we said that you will chase your tail if you lack a laser-like focus in the federal market. Business development is the process used to identify potential buyers (end-users and official buyers) for your product or service... - 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)... - Selling Products Directly Using GSA Schedules
Expensive and complex (for example, technology-based) products are ideal items to sell directly to the federal government. In fact, use your own sales force to make such sales... - 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... - Government Security Clearances
Companies hoping to do business with the federal government encounter the following exasperating problem - your company can’t get critical security clearances for its personnel until it has a contract requiring clearances and your business can’t get... - 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... - Entry into the Federal Market
Our readers frequently inquire about the difficulties associated with entering the federal sales market... - Invitations For Bids
Publicly-advertised fixed price procurements are made using either a sealed Invitation for Bid (IFB) or a Request for Quote (RFQ)... - Publicly-Advertised RFQ Market Segment
Requests for Quotes (RFQs) Since the advent of major procurement reform, the federal government and selected state and local governments are now using requests for quotes (RFQs) to buy commercial products and services... - 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... - 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... - Overall Government Contract Evaluation Process - Past Performances
In selecting winning vendors, federal, state, and local governments have typically looked at past contract performance information as part of their overall evaluation processes... - 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... - OMB Circular A-76 Changes
In a previous installment we talked at some length about contractor outsourcing opportunities that arise out of the FAIR Act and OMB Circular A-76... - Process versus Content in Federal Proposal Writing
Proposal writing involves both process and content. Effective writing processes are important but proposal content rules over process... - Write Defensive Proposals
Most authorities on writing federal proposals define a defensive proposal as follows: One written with the goal of being the last proposal standing An offering that presents a practical solution from the customer's perspective One that gives the...
