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Federal Sales Training
- 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. - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Proposals
- Writing & Managing Winning Proposals
Write fewer proposals; win more . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Articles
- Competitiveness of Multi-vendor Contracts
Multi-vendor contracts limit competition and make purchasing faster and cheaper. The government, when using a multi-vendor contract, need only solicit bids from three vendors holding the type of contract in question... - Multi-vendor Contracts in the Federal Market
The federal government has put an increasing emphasis on a type of pre-negotiated contract that is awarded to a number of vendors before specific purchasing requirements are known (called a "multi-vendor contract")... - 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... - 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... - Cold Caller Adventure: State of Colorado
During the week of August 15, 2004, I was teaching a "Winning Government Business" at the Burnsley Hotel at Grant and 10th Street... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - 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... - 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... - Pricing Government Bids
Pricing your bid correctly (or not) directly affects two fundamentally important areas of your business: (1) whether you win or lose the bid, and (2) whether you gain profit or suffer loss on the contract... - 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... - GSA Hourly Rate Dilemma
Most companies offer services to GSA on an hourly-rate basis. And then federal customers demand fixed-price bids based on your awarded hourly GSA rates... - Would You Issue Public Bids If You Were a Federal Buyer?
Absolutely not, if you could avoid it! Why: Public bids are inordinately expensive and the amount of time it takes to acquire the good or service in question is ridiculously long... - 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... - Squeezing the Procurement Sponge: IDIQ Contracts Limit Competition within the Rules
This in the first in a series of six (6) newsletters about federal Indefinite Delivery/Indefinite Quantity (IDIQ) contracts and their growing importance in the federal market... - Don't Write Losing Proposals
Don't write losing proposals. Some would say this is a trite and simplistic statement and others would say this is one of the secrets to success in the federal market... - Installment 1: The Best Offense is a Good Defense
"Cracking the $420 Billion Federal Market: The Small Business Guide to Federal Sales" Installment 1: The Best Offense is a Good Defense Outsider Perception: The market is impenetrable... - Installment 2: Make the Biggest Customer Your Own
Outsider Perception: The federal market is enormous. Reality: The market is much bigger than you think. In order to enter the market, your sales staff should tackle the federal market as they would any new customer in the commercial setting... - Installment 3: Market Research in the Federal Sector
Outsider Perception: The federal government keeps detailed statistics on what it purchases. Reality: The tracking of federal spending is marginal at best. Lesson: Do what you can and then apply your "street smarts"... - Installment 4: Become an Insider in the Federal Market
Outsider Perception: The federal market is dominated by insiders. Reality: A large portion of the federal pie is given to insiders who know how to play the federal sales game... - Installment 5: Competition and Price Sensitivity in the Federal Market
Outsider Perception: The federal market is open and competitive. Reality: Competition does take place but, for most transactions, it is limited so that purchases can be made quickly and at reasonable costs to the taxpayer... - Installment 6: Are Federal Bids Wired?
Outsider Perception: Most federal bids are wired for insiders like Halliburton.. Reality: The term "wired" is too strong a word. Companies which pre-sell federal opportunities are in a favored position... - Installment 7: Fundamentals of Federal Contracting
Outsider Perception: In order to participate in the federal market, you must accept the mountains of red tape that come with handling such business... - Installment 8: Making a Federal Sale
Outsider Perception: Federal agencies order products and services only from their favored vendors... - Installment 9: Closing a Federal Sale
Outsider Perception: Federal sales are almost always announced through public bids which are open to all; federal buyers then evaluate vendors' responses and pick the eventual winner... - Installment 10: Start with the Credit Card and Quick Buy Markets for Smaller Transactions
Outsider Perception: Federal purchases are made the same way regardless of the amount of money involved... - Installment 11: Consider Starting as a Subcontractor to a Prime
Outsider Perception: Most federal business is conducted with direct contracts between the end users and the vendor. Reality: A large amount of federal business is done through commercial subcontracts with federal prime contractors... - Installment 12: Selling Directly to Prime Contractors
Outsider Perception: Selling products and services to a federal prime contractor is easier than selling directly to the federal government... - Installment 13: Pre-approved Government Price Lists
Outsider Perception: Federal work is awarded only after a lengthy public bid process takes place. Reality: A great deal of federal business is conducted through companies with "pre-approved federal price lists" rather than through the public bid route... - Installment 14: Getting a Pre-approved Federal Price List for Your Company
Outsider Perception: Perception: Doing federal business requires that you jump through bureaucratic hoops. Reality: In order to get a pre-approved federal price list, your company must jump through several hoops...
