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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. - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Proposals
- Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Articles
- 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... - 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... - 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... - 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... - 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... - Proposal Planning: What to Do Before Kickoff
Before you undertake any project, what do you put in place? A plan. Writing a proposal is no different. The objective of preparing a proposal plan is to establish direction for the proposal... - 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... - 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... - Proposal Organization and Management
In a previous installment of this proposal writing series, we strongly suggested you should only write those proposals you believe your company can win. This advice may seem trite, but that's exactly what you must do... - Proposal Writing: A Summary
Previous installments presented information on the proposal writing process. This installment summarizes the key points made in these installments. Winning proposals are sales driven and emanate from relationship-based sales... - 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... - Managing the Proposal Process
Proposals are what some might call a "necessary evil" in the government negotiated procurement market... - 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... - 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... - 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: Pursuing IDIQ Contracts
Program Management a Must for Small Businesses Pursuing IDIQ ContractsGovernment agencies releasing IDIQs are looking for prime contractors they can rely on to do more than just manage individual projects well... - Advanced Proposal Writing: Key Elements When Writing About Your Program Management
For Small Businesses: Key Elements When Writing About Your Program Management Last week, we noted that the new strategy of federal agencies is to mandate that small businesses band together under a single lead small business and take on larger, more soph... - Know When to Hold Them and Know When to Fold Them
A well-known country and western song is a good metaphor for deciding when and when not to write a federal proposal. Your chips are your precious proposal-writing resources... - Reasons Proposal Deadlines Are Missed
Companies that either miss or nearly miss proposal submittal deadlines usually don't trumpet their stories to their cohorts. After all, it is not exactly a badge of courage...
