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Federal Sales Training
- Webinar: Selling to the Government from Your Own Backyard
Take 90-minutes and walk away with new approaches to selling to the federal marketplace locally.
Sales Tools
- Military Buyers
Market to the Buyers with the largest budgets; Contracting Officers within the Department of Defense.
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... - Federal Facilities Slated for Overhaul
The Obama administration plans to overhaul federal facilities to make them more energy efficient. This will be a daunting and expensive task since federal facilities number in the thousands... - Act Immediately to Add Federal Revenue to Your Company
We have repeatedly stressed in prior newsletters that the federal market is recession proof and an ideal source for additional revenue. Naysayers will although the market may be recession proof, it has a long sales lead time... - Comparison of Federal Multi-vendor Contracts
It is difficult to be a successful federal contractor without having a multi-vendor contract. The basic types of multi-vendor contracts are summarized below... - Popular Types of Multiple-vendor Contracts
The federal government could not function without multi-vendor contracts and more and more dollars are being awarded under this type of contract each year. There are many types of multi-vendor contracts. The two most popular are summarized below... - 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... - Distinguishing Messages Win in the Federal Market
Everyone thinks their competitors are worthless and that they alone have the best product or service known to man. Federal end users have heard "we are the best" so many times that it makes them scream when they hear it... - Go After Small Opportunities in Your Locale
Small businesses do reasonably well within the Washington, D.C. metropolitan area because of the vast amounts of contract dollars set aside for the region. However, the abundance of contract opportunities is offset by the level of competition... - The World's Biggest Customer
The federal government is the world's biggest customer; currently spending nearly $ 400 billion a year. Companies outside the market often have the misconception that the federal market exists only within the boundaries of the Capitol's Beltway... - Insights on Closing a Federal Sales
The commercial and federal markets are basically identical in that you have to make one-on-one sales calls to end users in order to sell your product or service... - 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... - GSA Schedule Buying Scenario
Let's assume that your company is an information technology service business that has sold a web site development project to an end user at a military base in your area... - New Women Owned-Small Business Posts $2.5 Million!
United MedEvac Solutions, Inc., (UMS), was formed in April 2005 as a Women-Owned Small Business by Danielle "DeDe" Wilson (President) and Larry W. Case (Vice President) as a result of an immediate need for Ft. Hood's on base air medical coverage... - Base Closings Open Opportunities for Contractors
MAY, 2005: BASE CLOSINGS AND REALIGNMENTS ANNOUNCED According to recent GovExec... - Call Your Area Military Base and Get a Tour
When I was sixteen years old, I remember driving to Selfridge Air Force Base outside of Detroit to go pick up some groceries for the family... - Four Cold Calling Tactics
Many readers of "On the Firing Line" have asked about my thoughts on whether it is possible, in the post-September 11th world, to make personal cold calls on federal buyers... - The Key To Successful Federal Sales
The most difficult person to find in the federal government is your potential end user. If you do not have a directory of an agency, it is always difficult to get started... - Small Businesses, Take Note...
While 2005 is starting to 'ramp up' to be a successful year for savvy federal contractors and prime vendors, we all know that we need to continue to fill the pipeline through brand identity and face time in front of our potential federal buyers and ... - Using Freedom of Information Act to Obtain End User Information
Whenever we read a paper or hear the cable news networks use the acronym FOIA it always seems to be about information the media is trying to uncover... - Now's the Time To Sell To the Government, Now's The Time to "Get Real"
Some people sell with enthusiasm, others are more laid back. The best sales technique is to be yourself - a human being looking to help government employees by making their job easier and following the rules... - Finding a Great Government Sales Executive
We were asked by a recent attendee of our "Winning Government Business" class in Atlanta how to find a great person to sell his products and services... - Throw Out Your Brochures and Your Power Point Presentations
For the past two years, I have been on the road coaching sales executives on how to sell to the government. During this time, I've seen a trend among experienced, high-powered executives during classroom role plays... - 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... - If You Think There's Red Tape, Check Out What Leaders in the Military Think
A recent October 19, 2005 article, written by Frank Tiboni and published in FCW.com, entitled "DOD Acquisition Under Fire," reports that numerous leaders in the military have called for change and innovation to fix a growing problem... - In Government Sales, Don't Believe Everything You're Told or You'll Lose
The government is made up of influential people - - some of whom make million dollar decisions every day. However, the active word here is that they're "people... - Help The Government Solve Problems
Although the federal government is made up of hundreds of agencies, the few that we seem to hear about in the news are the Department of Homeland Security, the military and the Intelligence Community... - Interviewing Your Potential Federal Client is Much Easier Than Selling to Your Client
Sales executives tend to rush into the offices of federal end users and contracting officers and start performing the dog and pony show... - Role Playing
While most companies, sales people, managers and company owners resist it, role playing is one of the best ways to get your team prepared for any potential scenario... - Finding and Selling to End-Users in the Government
In past installments, we talked about finding the "right" agencies, namely the ones that are interested in buying your company's products or services... - 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... - Business Development - The Key To Federal Sales
In an earlier installment we said that you will chase your tail if you lack a laser-like focus in the federal market. Business development is the process used to identify potential buyers (end-users and official buyers) for your product or service... - Business Development -- Start with the Internet
Firstgov.gov, is a search engine that organizes and centralizes federal agency information. It searches over 30 million web pages. It takes some rudimentary experience in web searching to use it properly... - GSA Schedules from the Vendor's Viewpoint
Imagine that you have been doing some aggressive selling at a military base near you. The end-user thinks you're the answer to his prayers and wants to get you onboard quickly to solve a major program problem... - GSA Schedules and the $2,500-$25,000 Small Purchase Market
The $2,500-$25,000 small purchase market is large and important from a volume of transaction viewpoint. In this market buyers make the bulk of the basic purchases required to operate federal programs... - GSA Schedules and the Prime Contractor Market
As dictated by federal law, prime contractors subcontract over twenty percent (20%) of their business. Billions of dollars of subcontracted products and services are bought annually in this market (e.g... - Using the GSA Schedule Program to Develop Your Multiple
A frequent reader of our installment series has no doubt surmised that we highly recommend getting on the GSA schedule as a potentially lucrative sales vehicle... - Government Contract Vehicles
A "contract vehicle" is a broad term meaning different things to different people. We define the term in its broadest sense -it is a method under which a company may pursue and close a sale... - Selling to Government Cardholders
A number of important changes came out of the federal Procurement Reform Era of the mid 1990s. Perhaps the most significant of these was the emergence of widespread government credit card purchasing... - Invitations For Bids
Publicly-advertised fixed price procurements are made using either a sealed Invitation for Bid (IFB) or a Request for Quote (RFQ)... - 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... - Contract Bundling
The number of bundled contracts awarded by federal agencies has reached a 10-year high, hurting small businesses, according to a recent report by the Small Business Administration (SBA)... - Commercial Gaining, Milspecs Waning
Ever hear about that 25-page military specification for chocolate chip cookies? It described more detail than you can imagine about what the cookie had to taste like, look like, etc... - Is Obama Trying to Harm the Federal Contracting Industry?
Politically and philosophically, yes. Intentionally and in practice, no. After all, we are voters too. For both political and philosophical reasons, the new administration is trying to return highly visible work to the appropriate federal agencies... - 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... - Rebuttal: Are Small Business Advocates Helpful?
In a previous newsletter, we questioned the usefulness of federal small business advocates. We received the following response from a reader which illustrates why companies must perform aggressive, direct federal sales in-house... - Federal Buyers Squirreling Away Dollars
Are Federal Buyers Squirreling Away Budget Dollars for the August/September Spending Spree? No one knows really but probably yes. Why: Human nature: No one wants to turn back budget dollars because they won't get them back... - The Trend Towards Multiple Award Contracting Escalates
The multiple award contract is becoming a way of life in the federal government. Many large, federal multiple award contracts have been awarded this year; several of them carrying ceilings of more than $1 billion... - Contracting with Federal Civilian Agencies is Easier Than Defense Agencies
The Washington press announced recently that thousands of defense jobs may be eliminated, including those related to large defense contracts. This is clearly very bad news for defense contractors...
