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GSA Schedules
- About GSA eProducts
Use GSA eProducts to simplify and streamline GSA Schedule proposals, GSA Schedule modifications and GSA Schedule renewals.. - GSA Compliance System
Implement a compliance system to maintain the integrity of your GSA Schedule contract.
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 . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. . - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community .
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. - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Articles
- 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... - Message to Management: Why Should My Proposal Writing Capabilities Concern Me?
Federal proposal writing is inherently chaotic, a drain on billable hours, and crucial to revenue generation... - 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... - Procrastination and GSA Schedules
Writing a GSA Schedule proposal is an excruciating process for companies. Most people do not like to write and the problem is compounded by indecipherable Requests for Proposals provided by GSA... - Why Vendors Like GSA Schedules
GSA aggressively promotes the use of GSA schedules to buyers across all federal agencies using the war chest accumulated from the industrial funding fee charged to GSA vendors... - 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... - 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... - 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 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... - Outsourcing Proposal Writing
Many newcomers to the federal marketplace believe that they can hire proposal writers to solve the proposal writing dilemma. You can, but you need to be careful in selecting the writer and realistic in your expectations... - 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... - How Proposal Evaluators Think
Many people who have evaluated federal proposals have attended our proposal writing seminars. Without exception, they say the following: Give us exactly what we asked for in the RFP, no more or no less. Avoid sales pitches without substantiation, e... - Proposal: What Wins
In our previous installment we discussed how evaluators think and what they want to see in a federal proposal. They are unanimous in stating that the best solution wins... - Does a Relationship with the Customer Guarantee a Win?
In our previous proposal writing installments we have stated over and over that building a customer relationship is the key to a successful proposal... - What is a Defensive Proposal?
Most authors on federal proposal writing define a defensive proposal as follows: Is written not to be eliminated; to be the last proposal standing Presents a practical solution from a customer perspective Gives the customer what they want; no more ... - 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... - 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... - Integration of Sales and Proposal Writing
Our last installment discussed the concrete steps that should be taken to minimize haphazard and disjointed efforts to write federal proposals... - Implement an Incentive System
In a recent installment "Solving the Proposal Dilemma," we recommended that you use an incentive system to compensate your best technical writers when your company is the successful bidder on a federal opportunity... - 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 Gobbledygook Loses and Brevity Wins
Why are proposal page limitations becoming more and more prevalent in federal Requests for Proposals (RFPs)? Proposal evaluators find their task either distasteful or mildly painful... - 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... - 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... - 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... - 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... - 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... - 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... - 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... - A Renewed Emphasis on Proposals
There is a widespread perception that the preparation of an extensive and exhaustive proposal is a necessary evil inherent to doing work with the federal government... - 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... - Don't Put Them to Sleep
Federal proposals, in response to Requests for Proposals, tend to be dry, dry, dry- including the last proposal standing (the winner). Even authors of books on how to write creatively frequently write dry prose. This happens for a number of reasons... - 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... - 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... - Templates Rule in Efficient Proposal Writing
Almost everything in a federal proposal can be viewed as a template except the proposed solution itself: resumes, corporate experience descriptions, and management plan sections... - 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... - You Can't Learn Proposal Writing from a Book
Crafting a well written and compelling proposal is a complex and difficult task... - Those Who Prefer GSA Schedules
Most, but not all federal buyers, like working with GSA Schedule contracts... - What Drives Companies to Pursue GSA Schedules Part II
It's not just size of market that drives a company to pursue a GSA Schedule... - 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... - FEMA States It is "Ready for Hurricane Season 2006." Are You Ready to Help Them?
If you haven't visited the Federal Emergency Management Agency (FEMA) web site lately, it has been updated (see http://www.fema.gov/)... - GSA Price Reductions Clause
There's a lot to do in preparing a GSA Schedule proposal... - Federal Proposals and Debriefings
Used judiciously, proposals and debriefings can be a source of sales opportunity information... - The Guidelines for Winning Public Bids
The success of the General Services Administration (GSA) schedule program and the increased reliance by federal agencies on other Indefinite Quantity Indefinite Duration (IDIQ) contracts have reduced the number of public Requests for Proposals (RFPs... - Sell and Then Write Defensively to Win Government Contracts
Last week's installment discussed the necessity of pre-selling a sales opportunity before it appears as a public bid... - 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... - Writing Winning Proposals
In order to win federal contracts, your company will have to write proposals in response to those Requests for Proposals (RFP's) in which it has an interest. The proposal-writing process is laborious, tiring, and expensive... - GSA Schedules and Sales Costs
We have previously discussed that a business may have to invest $25,000 to $75,000 (in terms of sales costs) to obtain a GSA Schedule... - Responding to Public Procurements
In previous installments we discussed how to sell in the publicly-advertised IFB, RFQ, and RFP markets. In this installment we discuss how to respond (prepare a bid) to bid requests... - Pricing Government Bids
Pricing your bid correctly (or not) directly affects two fundamentally important areas of your business: (1) whether you win or lose the bid, and (2) whether you gain profit or suffer loss on the contract... - 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... - Debriefings and Protests in Governement Proposals
In this installment we discuss the rules regarding debriefings and protests using the federal acquisition regulations as a model... - Freedom of Information Act
For decades government contractors have used the Freedom of Information Act (FOIA) to gather intelligence, including details on competitor contracts and proposals... - New and Clueless About Proposal Writing
Scenario 1Your business is an experienced federal contractor with one or more full time proposal managers. And your firm engages an outside proposal-writing firm to fill in when the number of proposals being written exceeds the firm's resources... - Why Federal Proposals Exist
Why do proposals even exist? Contrary to popular belief, proposals are not written so federal evaluators can select the best, high-value solution to their problem... - Process versus Content in Federal Proposal Writing
Proposal writing involves both process and content. Effective writing processes are important but proposal content rules over process... - 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, An Art and a Science
Proposal writing is both an art and a science... - Proposal Writing, Just Do It
The Nike "Just Do It" slogan applies to writing federal proposals. The best way to learn federal proposal writing is to do it. But, you have to be smart about it, or you will drown is a sea of losing paper... - Proposal Writing: The Ugly Step Child of Your Business
I wrote my first proposal in 1967 for Booz, Allen, and Hamilton; that's 40 plus years of proposal writing... - Use SharePoint for Your Proposal Legacy Information with Caution
Most companies experienced in federal proposal writing have their resumes, corporate project experience, and legacy proposal content in a corporate database like SharePoint... - Obama and Federal Proposals
The Obama Administration is with us for 4 or 8 years. The impact of the new administration on proposal writing is probably going to be more proposals and more felled trees... - Proposal Templates Work
A typical multiple vendor contract (vehicle) usually has very little original content and lends itself to a template approach to proposal writing... - Proposal Writing: The Facts, Just the Facts
Do evaluators of federal proposals love reading proposals? Generally not, would you? Assignment to a proposal evaluation team requires work in addition to evaluators' day-to-day responsibilities... - Write Defensive Proposals
Most authorities on writing federal proposals define a defensive proposal as follows: One written with the goal of being the last proposal standing An offering that presents a practical solution from the customer's perspective One that gives the... - 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... - GSA Schedules: The Good, the Bad and the Ugly
GSA Schedule contracting has always been plagued by the impracticality of the "most favored customer pricing" concept and the restrictiveness of the Price Reduction Clause... - Peripheral RFP Requirements
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing, and federal sales... - Proposal Writing: Know When to Fold Them
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing and federal sales... - 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... - Sell Then Tackle the Red Tape: Part 2
In the previous newsletter, we recommended that you postpone tackling the red tape until after after you have made a sale with a federal buyer... - Use Proposal Templates, Not Software
If you were to research the web, you would find that software is available to assist in the writing of proposals, including several packages for writing responses to federal Requests for Proposals (RFPs)... - 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... - 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... - IDIQs: The Flavor of the Day
This newsletter is the second in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - 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... - Blanket Purchase Agreements and Basic Ordering Agreements
This newsletter is the last in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - Advanced Proposal Writing : EVMS Certification
Federal entities are increasingly demanding that contractors use earned value management systems (EVMS) when managing federal projects, and that they do so using an earned value management system that has been certified... - Advanced Proposal Writing: Wisely Choosing Which Opportunities
Making poor choices about which RFPs to respond to is the number one mistake small businesses make in the federal contracting arena... - Advanced Proposal Writing: Wisely Choosing What to Pursue, Part 2
Companies often fail to understand that while they may have the best product or provide the best services, this means little if their proposals don't win...
