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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.
Articles
- The Hard Part: Establishing the Customer Relationship
Like commercial sales the key to success in federal sales is establishing a customer relationship. Finding and convincing new customers that you are the answer to their prayer can be an arduous process because the government can be resistant to new faces... - Selling Services versus Products
The degree to which a business must develop a relationship with the end user is based on the complexity of a service and its uniqueness... - Selling Services to Federal Agencies
Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market... - Process Versus Content
Proposal writing involves both process and content. Effective proposal writing processes are important but proposal content rules over process... - Proposal Writing Is Not Going to Go Away
Most owners of small and medium-sized federal contracting companies wish that writing proposals was not a requirement of doing business with the federal government... - Two of the Deadliest Proposal Writing Sins
A service company's two greatest assets are its corporate experience and the background of its staff. Often, both assets are not presented effectively in a company's federal proposals... - Working with Teaming Partners to Draft Proposals
No one person or corporation is an island. If you are like most successful contractors, you team with other organizations to write winning proposals... - More on the Difficulty of Proposal Writing
The process of creating a compelling and winning proposal is a difficult one. Proposal writing is different than anything else a company does... - You Can't Learn Proposal Writing from a Book
Crafting a well written and compelling proposal is a complex and difficult task... - Why Are GSA Schedule Offers So Difficult to Write?
In previous installments, we have emphasized that GSA Schedule contracts are the closing vehicle of choice for small to medium-sized businesses... - Federal Proposals and Debriefings
Used judiciously, proposals and debriefings can be a source of sales opportunity information... - Proposal Writing Guidelines and the Review Process
The very best proposals are those written in a single voice. However, this goal is difficult to reach if multiple proposal writers are involved on the project... - Preparing GSA Schedule Proposals
Our speakers are frequently asked in our GSA Schedule seminars questions such as "Why is preparing the GSA Schedule offer so difficult? Our company has been working on our offer for more than six months and we are still not even close to having it r... - 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... - Why is Proposal Writing So Difficult?
Most people do not like to write and this is particularly true for writing complex federal proposals. Those who do tend to postpone their writing tasks because writing is hard work. Federal proposal writing is also a very costly process... - Proposal Writing Mistakes
The process of producing a quality proposal is inherently prone to problems. As discussed in the previous newsletter, it is difficult to manage the process and is costly... - Proposal Writing: Sell First, Write Second
Learning to prepare outstanding, first-rate proposals is a task that is difficult at best and often impossible. Many contractors fail to ever master the assignment... - Defining Discounting: Are There Any Answers Out There?
For many, the idea of writing a proposal for a GSA Schedule contract ranks just short of "I'd rather stick my hand in a fire. Both hands. Up to the elbows." The same is true of proposals to extend GSA contracts for 5 more years... - More on the Achilles Heel of Federal Contracting
Proposal writing can be a chaotic experience for federal contractors. Late nights and last-minute crises are frequently a way of life...
