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Federal Sales Training
- Security Clearances, Uncovered!
Proven techniques to obtaining a security clearance. - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community .
Sales Tools
- Executive Managers and Key Decision Makers Directory
Go straight to the top; contact key decision makers across federal agencies. . - Industry Specific End User List
Reach those who communicate their needs directly to the buyer. . - Federal Credit Card Holders List
Reach federal employees with the purchasing power to to buy directly from a vendor.. - Military Buyers
Market to the Buyers with the largest budgets; Contracting Officers within the Department of Defense.
Articles
- What is a GSA Schedule?
A GSA schedule is an unfunded, five-year contract listing the prices the federal government has agreed to pay for a vendor's commercial products and services... - Closing a Sale
The manner in which a federal purchase is completed depends on the size of the transaction. Credit card buys under $2,500 can be single sourced by the end user and can be transacted without the contracting officer's involvement... - Selling Services versus Products
The degree to which a business must develop a relationship with the end user is based on the complexity of a service and its uniqueness... - How to Close a Federal Sale
Making sales in the commercial sector can be difficult but closing a sale usually isn't... - 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... - The Democratic Victory and Federal Contracting
It goes without saying that the results of the November election will change federal contracting. The pundits are currently taking a stab at predicting how the game will change... - 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... - Write in the Voice of the Customer
A winning proposal must be written in the voice of the customer. The only way to write in the voice of the customer is to meet with and sell your product or solution well in advance of the issuance of the Request for Proposal (RFP)... - 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... - 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... - 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... - The Eagle Has Landed
Multiple Award Schedule Contracts (MAS) are master contracts that allow the companies which receive an award of such a contract to compete for task orders over the term of the contract... - GSA Schedule 30 Day Proposal Evaluation Program
The General Services Administration recently implemented a new GSA Schedule 30 day proposal evaluation program called the Multiple Award Schedule (MAS) Express Program.... - Capturing State and Local Contracts with Your GSA Schedule
Vendors, along with state and local governments, have urged GSA to allow them use the GSA Schedules program to spend federal grant money on pre-negotiated Homeland Security contracts... - Report from the GSA Expo, San Antonio, TX 2006
GSA Schedule holders, GSA employees, government buyers and end users descended upon San Antonio, TX the week of May 14, 2006 for the GSA Expo... - Base Closings Open Opportunities for Contractors
MAY, 2005: BASE CLOSINGS AND REALIGNMENTS ANNOUNCED According to recent GovExec... - GSA VETS GWAC To Open Opportunities For Service-Disabled Veteran Businesses
Note from the Author, Eileen Kent: In past "On the Sales Firing Line" articles, Fedmarket.com revealed that veteran groups have been asking for more contracting dollars since DOD has awarded $514 million a year, or only 0... - Firing Line Success Story
Small 8(a) Security Personnel Agency Learns the Contracting Game and Wins $1... - End User Spotlight: Facility Managers
According to the International Facility Management Association, facility management "is a profession that encompasses multiple disciplines to ensure functionality of the built environment by integrating people, place, process and technology... - 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... - "On the Sales Firing Line" Columnist Explores the DHS Website and Headlines for DHS Opportunies
The following are snippets or summaries of stories that sales executives should read to see if there are any areas in which your company can be "of assistance" to the Government. When you read these stories, don't read them as a citizen... - 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... - Jump into Your Customer's Shoes -- What Would You Do If You Encountered a Stranger in the Federal Building?
Jump into Your Customer's Shoes -- What Would You Do If You Encountered a Stranger in the Federal Building?by Eileen KentConsider for a moment that you are an employee for the federal government... - 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... - Department of Homeland Security - Relationships with GSA Schedules Win Business
When I took my first Fedmarket.com class in mid-2002 called "Selling to the Department of Homeland Security," there were over 70 people in the room drooling for business... - Running into Old Friends in City Procurement While Teaching in Michigan
A funny thing happened to me in Warren, Michigan, during the break of my Winning Government Business class for Detroit at the end of September of 2004... - Do You Want To Win Government Business? Do Not Respond to "Public Request for Proposals"
When I started selling to the government, I thought it made sense to see where all of the opportunities were being posted. I found a great spot online: Fedbizopps.gov. I could simply search by word, agency, procurement type, dollar amount, location... - GATEKEEPERS - The Sales Rep's Best Friend
The owners of our companies expect the sales people to be making cold calls that sound professional and direct... - Agency Uncovered
When I taught "Winning Government Business" and "Selling to the Government" this week, I found there was an interesting trend in the attendees... - 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... - 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... - Patience, Persistence, Perseverance Are the Keys to Winning Government Business
When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government... - Read Between the Headlines
The Federal Government Needs Your Help! The media hype can overwhelm us just by turning on the television, but as a potential government contractor, I want you to read and view the news in a whole new way... - The Katrina Response Report is Out and the Government is in Pain - It's Your Turn to Find the Problems and Fix Them!
The following is a sampling of the headlines and quotes I've heard or found in the media lately. In summary, the stories indicate that the government is in dire need of your assistance. WASHINGTONPOST... - 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... - More Hot News Puts Private Sector "On the Sales Firing Line"
It seems that I see more and more headlines that virtually beg you to make the cold call. The government is literally pounding the table asking for your help... - 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... - 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/)... - State and Local Governments Have Their Rules Too!
Although Fedmarket's installments and newsletters tend to focus on the federal government, I would like to take the time to address state and local government business. Many companies have approached me with questions about this marketplace... - Selling IT: Introduction to the Government IT Sector
Governments at all levels are becoming citizen-centric in delivering services, e.g., developing Internet portals that provide single points of entry for citizens and businesses... - Selling IT: Agency Focus
In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside... - Selling IT Business Opportunities Under the E-Government Act of 2002
The E-Government Act of 2002 (EGA) created a number of sales opportunities for IT services companies. The EGA authorized the following amounts for e-government projects... - 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... - Think Twice Before Chasing Dollars from New Federal Programs
Newly emerging federal programs, which seem to be materializing with increasing frequency, include: The War on Terrorism (primarily located within the US Department of Homeland Security and the Department of Defense) The Reconstruction of Iraq N... - Government Security Clearances
Companies hoping to do business with the federal government encounter the following exasperating problem - your company can’t get critical security clearances for its personnel until it has a contract requiring clearances and your business can’t get... - 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... - 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... - 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... - Other Government Transactions
When people speak of "government contracting" or "doing business with government," there is the tendency (and we’re as guilty of this as anyone) to equate such terms with "government procurement," as if they’re all one and the same... - 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)... - Procurement Changes Related to Homeland Security
We just wanted to bring you up-to-date on some recent and important changes in federal procurement law, changes that may directly affect your business... - 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... - Losing Proposals Have an Insidious Impact Beyond Dollars
The consequences losing a bid are insidious and exceed lost proposal-writing dollars. A loss can effect staff morale and have an impact on the quality of future proposals. Wins energize your organization... - Federal Procurement is Getting Messier by the Day
The federal procurement system is going south fast. Contracting offices are understaffed and experienced contracting officers are defecting to the private sector...
