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Federal Sales Training
- Federal Sales 101: Winning Government Business
Fedmarket's most popular course, eight-years in the running. Whether you are new to the marketplace or a seasoned veteran this class will jump start your sales endeavors. - Advanced Proposal Development Workshop
Improve your ability to manage proposals, reduce rework, and create proposals the evaluators can use to choose you .
Proposals
- Advanced Proposal Development Workshop
Learn how to manage, structure, and write a winning proposal.
Articles
- Make it Easy for Federal Buyers
Once you've hired the full-time sales person, made the direct sales calls, established a relationship with the end user, and sold your product or service, you figure you're done, right? No... - Are Federal Bids Wired?
A common perception about federal public bids is that they are "wired," implying that the bid is set up or rigged to favor a particular company... - Pre-selling and Competition
In buying services and solutions federal buyers need to meet with vendors to determine the intangible aspects of what they are buying including feature, benefit, and risks... - Small Businesses and Federal Sales
The following question often surfaces at our seminars, "What procedures should be followed by small businesses eager to participate in the federal market?" The answer to this question is that a small business should implement an aggressive federal s... - 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... - 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... - What is Wrong with the Proposal Review Process?
Many companies have proposal reviews of different colors. The reviews we'll focus on in this installment are the two most common, Pink and Red Team reviews... - 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... - 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... - You Can't Do Government Business Without One
Government agencies cannot operate without a way to buy quickly and efficiently in the same way as commercial companies. But competition is still required under public procurement laws. GSA schedule prices are pre-negotiated with the vendor... - When Selling to the Government, Know Your Audience!
I have to write about this subject because I was in a sales pitch presentation today and I walked away from the presentation angry and frustrated... - Turn a Losing "Blind Bid" into a Winning Opportunity
An agency of the US Government may send you a random Request for Proposal, which looks like it is a perfect fit for your organization... - Getting Embedded in Government Sales Circle
One of the keys to success in the government is to develop a strong relationship at an agency. My contention is to take it another step: you need to become not just an insider, but embedded... - 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... - How Can You Kick Out the Incumbent?
Companies with Key Relationships on the Inside Are Winning Government Business. How Can You Kick Out the Incumbent? Understand Your Customers and Solve Their Problems... - Selling Open Market Items
In past installments we talked about how a contracting officer who wants to buy off the GSA Schedule will sometimes choose to issue requests for quotes (even though the FAR doesn't require it) when: She's not quite convinced yours is the best soluti... - 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... - Public Bids as a Source For Bussiness Development Information
Does this sound familiar? "I do not have time to look at the public bids at FedBizOpps every day because we seldom respond to them unless we have ‘pre-sold’ the opportunity... - GSA Schedules and the Over $25,000 Market
The over $25,000 market used to be thought of as the "public market", but GSA Schedules have changed that. Now buyers think of the public market as a place to be avoided... - Use of GSA Schedules for Selling Services
GSA schedules are very powerful tools for selling services. In recently adding services to the list of available GSA schedules, the federal government recognized the reality of how services are purchased... - 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... - Proposal Writing: A Summary
Previous installments presented information on the proposal writing process. This installment summarizes the key points made in these installments. Winning proposals are sales driven and emanate from relationship-based sales... - 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... - 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... - 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... - Managing the Proposal Process
Proposals are what some might call a "necessary evil" in the government negotiated procurement market... - 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... - Comparing Bidding Strategies for IDIQs and Public Bids
Our experts have preached for years on end that companies should be exceptionally cautious about bidding on single award, public bids... - Acronym: IDIQ Contract
Companies new to the federal market often find the alphabet soup of acronyms like IDIQ to be madly confusing. As defined by Wikipedia and shortened here: IDIQ is a contracting acronym meaning Indefinite Delivery Indefinite Quantity...
