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GSA Schedules
- GSA eProposal
Fedmarket has revolutionized GSA Schedule proposal preparation.. - GSA eModification
Submit compliant GSA Schedule modifications through eMod. - GSA Proposal Full Service
Fedmarket writes and negotiates your GSA proposal for you. - GSA Proposal Wizard
Do-it-yourself GSA proposal writing. - GSA Proposal Wizard
Template with step-by-step instructions to write your own GSA proposal . - GSA Compliance System
Implement a compliance system to maintain the integrity of your GSA Schedule contract. - GSA Contract Modification
Change your GSA contract to fit your evolving business needs. - Webinar: GSA Schedules 101 - Demystifying GSA Schedules
What is a GSA schedule and why do I need one? Get your answers here.
Federal Sales Training
- Webinar: GSA Schedules 101 - Demystifying GSA Schedules
What is a GSA schedule and why do I need one? Get your answers here . - 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. . - 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. - Advanced Proposal Development Workshop
Improve your ability to manage proposals, reduce rework, and create proposals the evaluators can use to choose you . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. . - Bid Protests
How To Keep The Deals You Win And Get The Ones You Lose. - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community . - Winning Federal IDIQ Contracts
Indefinite Delivery / Indefinite Quantity (IDIQ) multi-award contracts are the wave of the future .
Proposals
- Proposal Writing Services
Fedmarket writes your proposal for you. - Proposal Framework Services
RFP-specific proposal artifacts to give clear direction to your proposal effort. - RFP Templates
Templates for standard RFP responses. - Advanced Proposal Development Workshop
Learn how to manage, structure, and write a winning proposal. - 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
- Data Calls Can Make or Break You
When you are leading a proposal effort where additional companies have joined you in a team, it is crucial to receive the team members' contributions to the proposal in a manner that will help instead of hinder your race to complete the proposal... - Model Your Federal Proposals and Refine, Refine, and Refine (I)
For many companies proposal writing is reinventing the wheel over and over, at great costs within tight deadlines... - Eliminate Wasted Billable Time in Proposal Writing
Wasted billable time in writing the technical solution for federal proposals is one of the mortal sins of federal contractors. Why? Subject matter experts don't really want to write in the first place so they circle, procrastinate, and postpone... - The Art of Not Being Eliminated
Imagine that you have a full time job as a professional person in the federal government... - GSA the World's Biggest Customer
The most confusing aspect of a GSA proposal is the requirement to disclose your discounting practices. GSA uses the disclosures to negotiate a discount equal to or better than the best discount you have extended to your commercial customers... - 2010 Federal Procurements Are Bigger Yet
Is the Obama Administration cutting back on federal contracting? Let's look at the top 20 federal procurements planned for 2010... - Multi-vendor Contracts Explained
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... - More Selling Services versus Products
In the products market, end users often are familiar with the products they are buying... - Options for Closing Federal Sales
In the previous installment we discussed making federal sales up to the point of transacting the deals (signing a contract). Transacting or closing the deals can be done in several ways... - Searching for Sales Opportunities
Products, services, and technology-based solutions are sold through relationships in both the commercial and federal sectors... - When the Sale Takes Place
Almost all newcomers to the federal market make the mistake of thinking that a sales opportunity arises when a request for a proposal or bid is published. In reality by the time a bid is published, the sale has probably already been made... - 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... - 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... - 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... - 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... - How Purchasing Decisions Are Made
Like all of us, the people who make buying decisions in the federal government are influenced by their own biases, perceptions, and views of the world... - Distinguishing Yourself
You have a great product or service. Your price is where it needs to be. Perhaps you responded to an RFP once or you spent tons of time and money writing a proposal... - 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... - Small Businesses and Federal Sales
The following question often surfaces at our seminars, "What procedures should be followed by small businesses eager to participate in the federal market?" The answer to this question is that a small business should implement an aggressive federal s... - Selling Services to Federal Agencies
Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market... - Sell the Customer and then Write the Proposal
It is nearly impossible to produce a winning, customer-centric proposal by writing a blind bid in response to a federal Request for Proposal (RFP). The key to writing winning proposals is to sell the customer first, then write the proposal... - The Bid-No Bid Decision Process
The proposal bid/no bid decision is crucial to proposal writing success. Make the bid/no bid decision early and base it on a realistic assessment of your chances to win. The decision should be made before or immediately upon RFP release... - The Bid or No Bid Meeting
The bid/no bid decision should be made before or immediately at the time the RFP released... - The Consequences of Writing Losing Proposals
Previous installments have discussed the need to pre-sell a client prior to the announcement of a public bid and the need to write proposals in the voice of the customer... - About Proposal Writing
The core of every successful proposal is a technical approach that describes a solution that meets the customer's requirements precisely... - Improve Your Proposals: First, Deconstruct the RFP
The proposal writing process starts with the Bid/No Bid decision. Ideally, a yes decision will be based on what you know about the customer from sales efforts carried out well before the Request for Proposal (RFP) is published... - Why a Federal Proposal is Different?
Federal Requests for Proposals (RFPs) are unique... - The Do's and Dont's of Proposal Writing
Listing all of the do's and don'ts of proposal writing would fill a small book. Some of the more important do's and don'ts are: Do Write a proposal to solve the customer's problems as THEY perceive them, not how YOU perceive them... - Proposal Boilerplate: A Double-Edged Sword
Using boilerplate -- written material that can be reused in different proposals -- is a double-edged sword. It can save the day from a time and cost viewpoint and can create guffaws (and many lost evaluation points) from the proposal evaluators... - Process Versus Content
Proposal writing involves both process and content. Effective proposal writing processes are important but proposal content rules over process... - Writing the Management Plan
An effective Management Plan can be written by an experienced Proposal Manager with little or no expertise in the subject matter of the RFP. Writing one from scratch however, is costly, time consuming, and tedious... - Presenting Personnel Information
Resumes document a critical corporate asset yet in a lot of companies they are pitifully out of date and in some cases nonexistent. Resumes should be updated on a quarterly basis to reflect new job experiences and improved skills... - Presenting Corporate Experience
Corporate experience summaries show the core capabilities of a company. Like resumes, in many companies they are not as well documented as they should be... - Think of Proposal Writing As the Last Step in a Sale
Our federal sales seminars stress that your sales efforts and proposal-writing process should be one, highly-structured undertaking... - The Proposal Writing Dilemma, Again
We return to a frequent topic - - the practice of some companies to submit proposals that are both poorly written and not organized well... - Solving the Proposal Writing Dilemma
Our last installment discussed the haphazard and disjointed federal proposal writing efforts that take place in most companies and why they occur. This installment presents concrete steps that can be taken to minimize the problem. 1... - Corporate Experience and Resume Database
In a recent installment "Solving the Proposal Dilemma," we recommended that you invest in building a database of up-to-date resumes and corporate experience and actually keep it updated... - Write the Executive Summary Early
In a recent installment "Solving the Proposal Dilemma", we recommended that you write the Executive Summary before the proposal kickoff meeting... - Implement Version Control
In a recent installment "Solving the Proposal Dilemma," we recommended that you automate and "version control" your old proposals and Management Plan boilerplate... - Proposal Page Limitations; What's Not to Like?
In a previous installment " The Art of Not Being Eliminated" we discussed the simplicity and clarity that federal evaluators desire in a proposal... - 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... - Cornerstones to Proposal Success: Compliance
Not meeting Request for Proposal (RFP) requirements is the most prevalent reason used by evaluators to reject proposals. Therefore, meeting each and every requirement specified in a RFP is critical to a winning proposal... - Cornerstones to Proposal Success: Past Performance Library
A past performance library contains past performance write-ups that summarize your organization's experience on different projects. More often than not, you will be asked to reference past performances in your RFP response... - Wild Cards Can Delude You
An attendee at one of our proposal writing seminars stated that her company calls blind bids on FedBizzOpps solicitations "wild cards". Every once in a while when the stars line up correctly they play a wild card and they won one last year... - Curing the Two Deadly Sins
The previous installment discussed the problems associated with waiting until the last minute to tackle critical issues and providing overblown corporate experience and personnel chapters for federal proposals... - How Evaluators Judge a Proposal
You have been writing proposals for some time. You have become a pro on piecing responses together, writing, reviewing, booking, and delivering them... - Best Practices and Best Avoided
Our seminar staff recently completed one of our monthly seminars on proposal writing. As we do in every class, we discussed how proposals should be written to be the "last proposal standing" or, said in Fedmarket-speak, a defensive proposal... - What is Wrong with the Proposal Review Process?
Many companies have proposal reviews of different colors. The reviews we'll focus on in this installment are the two most common, Pink and Red Team reviews... - Saved by the Modification or Extension
Does this scenario happen in your company? You are writing two or more proposals in parallel or perhaps even just one... - 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... - Why Does It Take so Long?
Why does proposal writing take so long? Many underestimate the amount of time that must be devoted to such a project. The reality is that it often takes three times longer than you might have expected... - The Proposal Theme
A Rhetorical Infrastructure for Selling You want to make your message unforgettable to your potential clients, and you want to show why you are superior to all competitors... - Save Money and Time with Proposal Templates
If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - 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... - Storyboards Save Time and Effort
Storyboards are conceptual planning tools used to help writers plan each section before drafting text. In the broadest sense, storyboards use words and graphics to outline a concept... - 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... - Why Proposals Win
Winning a bid opportunity does not occur due to blind luck. Wins are almost always the result of intense and aggressive upfront sales efforts to end users. Deciding on whether to bid on an opportunity can be a stressful and challenging task... - What Federal Proposal Evaluators Want
Most federal proposal evaluators share several characteristics. They don't want to read your proposal and many only read certain sections; they skim for the good parts... - Templates and Federal Proposal Writing
Templates can play an important role in federal proposal writing. If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - The Toughest Job in Federal Contracting
Yes, you guessed it. I believe the toughest discipline in federal contracting is writing winning proposals. This is not because I want to achieve job security or because Fedmarket happens to sell proposal products and services... - Writing Guidelines
Let me use a car analogy for this one... - It's the Outline, Stupid
Effective written material is always the result of a process which began with an outline. Proposal evaluators want concise, easy-to-read information free of fluff and sales pitches... - How to Write Losing or Unsuccessful Proposals
How to write losing proposals is not a particularly positive topic to discuss. However, many federal contractors seem quite adept at preparing such proposals so the discussion is most likely a worthwhile one... - Addressing Questions to the Government
Part of the responsibility of the proposal manager is to elicit questions from team members to be addressed to the government... - What is in a Capture Plan?
Before you start writing a proposal, be sure to insist on having your business development team prepare a capture plan... - 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... - Make Your Proposal File Structure Useful
When writing proposals you generate vast numbers of files, documents, artifacts, and other items that you want store for reuse. Easy retrieval becomes paramount in achieving this objective... - One or Two Pages May Do It
Proposal writing is both an art and a science. The art part is the solution that the customer believes will solve their problem with minimal risk. Often several pages of creative solution content will swing a win... - You mean I have to read the RFP?
I am always befuddled when I go to a kickoff meeting and it becomes apparent really quickly that half the people in the room have read only the first three pages of the solicitation document... - Figure Captions, the Unexplored Selling Frontier
Given the following table: Number of Personnel Position Responsibility 1 Project Manager Management of the project 1 System Architect Software architecture 1 Data architect Database architecture 3 Business Analyst Identificat... - The Three Rs of Proposal Writing
Government end users hate risks and love risk avoidance. So think risks, risks, and risks when preparing the outline of your approach to the customer solution... - Use a Question Format to Assist Solution Writers
Most solution writers (subject matter specialists, engineers, technical specialists) have two things in common. They are expected to stay billable and don't have the time to write. They don't like to write, period... - The Chaos of Proposal Writing
Federal government proposal writing is treated like a mysterious step child by many companies. For these companies, the process of writing a response to a federal Request for Proposal (RFP) is not a process at all... - Could Your Proposal Writing Process Be More Structured?
It is not possible to have too much structure in your proposal writing process and even the largest prime federal contractors do not have enough... - An Approach to Structuring Your Technical Approach
The Proposal Architect, Fedmarket's web-based proposal writing tool, uses a table-driven approach to developing a detailed technical approach outline... - Style Sheets are Your Friend
How many of you use Microsoft Word to write your proposals? If I had to guess, the number is over 99 percent... - What is Happening at GSA?
The Federal Supply Service, the General Services Administration (GSA) organization responsible for GSA schedules, is undergoing significant changes. Scope of work issues have placed the agency under a microscope...
