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Sales Tools
- Industry Specific End User List
Reach those who communicate their needs directly to the buyer. . - U.S. Department of Veteran Affairs (VA) Directory
All the information you need to develop a marketing strategy, target your salespeople, and bring in business from the VA. . - Federal Opportunties Database: Facilities
Federal Business Opportunities for Design, Build, Energy and Maintenance Companies .
Articles
- The downside of GSA Schedules
GSA schedule contracts are an ideal vehicle for selling products and services to federal vendors. This is particularly true for small- to medium-sized businesses that cannot afford to obtain more than one multiple award schedule contract... - Stimulus Funding Program to be Stimulated
The press is now saying that the Obama Administration plans to create 600,000 jobs this summer by speeding the outflow of stimulus funds... - Public Bids are too Late
Bids funded by stimulus dollars are being posted at agencies web sites by federal state, and local agencies. Some public bids are in an Invitation for Bid (IFB) legal format (fixed price, low bidder wins). IFBs are usually used for construction projects... - Distinguish Your Company for Stimulus Contracting
The press is now reporting that stimulus spending is behind schedule; what a surprise! Did anyone on the inside believe the initial hype anyway? Where is the action in federal contracting so far? Engineering GSA Schedule: the Construction Management, ... - Jobs, Jobs, Jobs Quickly
Job creation is at the center of the Obama administration's stimulus package. The focus on rapid job creation is discussed in the press daily... - Obama and Federal Sales
Your crystal ball is as good as mine. Mine says the following will happen to federal contracting under the new Obama administration. War spending will go down, slightly impacting DOD contractors negatively... - Hot Buttons Tell Your Customers You Get It
From last week's post, you probably took away that the proposal theme (see The Proposal Theme: A Rhetorical Infrastructure for Selling) is not just some fluff language... - Should You Have a GSA Schedule?
A common comment from attendees at Fedmarket's Federal Sales Academy seminars is: "Long time federal customers are now telling us we need a GSA schedule to do business with them... - 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... - 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... - Department of Homeland Security - Relationships with GSA Schedules Win Business
When I took my first Fedmarket.com class in mid-2002 called "Selling to the Department of Homeland Security," there were over 70 people in the room drooling for business... - 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... - 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... - State and Local Governments Have Their Rules Too!
Although Fedmarket's installments and newsletters tend to focus on the federal government, I would like to take the time to address state and local government business. Many companies have approached me with questions about this marketplace... - Selling IT: Business Development
In our newsletters, we talk a lot about the importance of advanced knowledge -- knowing about an agency, its people, its nuances and, most importantly, its program goals... - Proposed Small Business Rule Changes
Small businesses are being squeezed out of the federal market due to contract bundling and an ever-increasing interest on the part of large businesses to enter into the 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)... - Women-Owned Business Contracting
Congress has established a 5-percent government-wide goal for awards to women-owned small businesses (WOSBs). Yet year after year, federal agencies fail to meet this goal. In fact, in 2001, the government awarded just 2... - Minority-Owned Business Contracting
In the prior installment, we talked about women-owned business contracting. This week, we discuss the 8(a) Business Development Program and the Small Disadvantaged Business Certification (SDB) Program... - Federal Acquisition of Foreign Supplies and Services
Throughout this installment series we've tried to unravel some of the tangled rules and conventions of government contracting. There is perhaps no topic, however, that is a better candidate for unraveling than today's... - Record Retention Requirements for Federal Procurement Laws
In the wake of Enron, WorldCom, Global Crossing and other corporate scandals, corporate requirements and practices are under the microscope. Among the more important issues are those involving record retention... - Environmental and Energy-Efficient Products
Last week we talked about the importance of "best value" in federal contracting. We emphasized the fact that best value factors are subjective, providing the contracting officer a fair bit of discretion in selecting a winning vendor... - Ride the Wave of IDIQ Contracts
This newsletter is the first in a series of five newsletters about the federal government's increasing reliance on multiple award contracts. The use of Indefinite Delivery, Indefinite Quantity (IDIQ) contracts is becoming more prevalent by the day... - Making Sense of IDIQ Purchasing Vehicles
This newsletter is the third in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - Multi Vendor Contracts: Becoming the Rule
In previous newsletters, we described how multi-vendor contracts (IDIQ contracts) are becoming the rule rather than the exception in federal contracting... - Which Flavors of IDIQs Should Our Company Seek?
The federal government doesn't actually know the number of active IDIQs but rough estimates are that the number exceeds 2,000 and is increasing at an annual rate of approximately 30%...
