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GSA Schedules
- GSA Schedules: The Path to Federal Contract Dollars
A book giving you insights on GSA schedules from a long time player in the federal sales game.
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. - Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop . - Teach Your Onsite Contract Employees to Sell and Win!
A seminar for Primes who want to keep their customers. . - Webinar: Understanding IDIQ, BPA, BOA, GWAC and GSA Contracts
Define the types of contracting vehicles available to contracting officers that will help them award you a contract quickly, and within the rules. . - Winning Federal IDIQ Contracts
Indefinite Delivery / Indefinite Quantity (IDIQ) multi-award contracts are the wave of the future .
Sales Tools
- Federal Sales Book Series
Get on the "inside" track with the Federal Sales Book Series by Richard White.
Articles
- Emergency Contracting - Disaster Contracting
Recently, I heard about a company who went to the news media to complain that they had the ultimate solution to the Gulf of Mexico oil clean up. It was just proven in someone's pool to be a great solution to cleaning up the Gulf of Mexico... - Don't Get Caught without a Closer
Here's an example of how the federal sales game is really played. Let's suppose a federal agency has the money to fund a large information technology project, creating a potential, although as yet unidentified, sales opportunity... - 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... - Turn Apprehension About the Economy Into Positive Action
Anyone who reads the business news knows that the economy is slowing down and the probability of a recession is increasing. While we all hope that an economic downturn will not occur, smart business owners should position their companies in case one does... - Become an Insider in the Federal Market
Consider becoming an insider and share in the fruits of the world's largest market. Remember, the insiders were outsiders at one point in time and the game is not that tough to play once you understand it... - Trench Warfare in Federal Sales
People on the outside do not realize what goes on when contracts worth millions to billions of dollars are at stake. Sales efforts can be likened to trench warfare and the meek inherit very little... - 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... - Playing the Federal Sales Game
The federal market can be an alien and confusing world. Many would-be contractors firmly believe that federal bureaucracies are governed by strange and convoluted procurement rules designed to confuse and even intimidate... - Play by the Federal Purchasing Rules
There is no getting around it. The federal government is a monstrous bureaucracy. The federal rules concerning competition for contracts and how the federal government buys have changed significantly over the past ten years... - 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... - Don't Waste Your Precious Proposal Resources
Your most precious proposal resource is your technical staff. Their morale and attitude is critical to contract performance and the production of high-quality proposals. Don't waste this resource by losing proposals... - In Proposal Writing Second is the Same as Last
In many ways, writing a federal proposal is like writing a college term paper. However, the similarities end with the results. In college, you may have been reasonably happy to accept a B... - 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 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"... - GSA: It's All in the Details
GSA Schedule solicitations are unique in that they are always open and a vendor may submit a proposal at any time. Normally, federal solicitations for products and services have a closing date for proposal submittal... - OMB reports over use of "Name Brands" in Specifications
Office of Management and Budget (OMB) reports over use of "Name Brands" in Specifications from the Sales Firing Line, Eileen Kent Says, "Surprise, Surprise!"Challenge to Government Contracting Officers: "Don't Use Name Brands in RFPs" A memo was sen... - Formula for Government Sales Success Depends On Many Factors, But The Number of "Impressions" Each Week is The Manager's Key
Business owners are constantly challenged with the issue of what to expect from their government sales executives in terms of time management, goals and actual results... - 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... - Training is the Answer
Are You One or More of the Following: New to selling to the federal government Frustrated by the roadblocks you have encountered in selling to the federal government? Experienced with selling to the government but you need a little boost? Tra... - 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... - Federal Sales Require Patience, Persistence, and Perseverance
Companies new to the federal market typically do not understand the lead times required to make a federal sale... - Loss Avoidance as a Sales Tactic
Companies hoping to land large federal sales opportunities quickly discover that bids offered under a public, Request for Proposal (RFP) are often expensive prospects to bid upon... - 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... - Teaming for Large Government Contracts
Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one... - 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... - Federal Market Myths
Two myths about the federal market persist in the commercial sector. They are as follows: Just go to the federal market and pick the low-hanging fruit; and The fruit is ripe and you can pick it quickly... - The Sensitivity of GSA Schedule Contract Modifications
GSA Schedule contract modification requests are comprised of a series of specific documents required by GSA to change a GSA Schedule contract, e.g., product or service updates, price changes, and name change...
