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Articles

  • Who Sells in the Federal Market?
    The person who sells products and services in the federal market depends on the type of product or service being sold, the size of the company, and the dollar value of the procurement...
  • 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...
  • 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...
  • Do You Want To Win Government Business?
    Midnight Friday, Midway Airport - I arrived home to Chicago exhausted after teaching a class and took the trek downstairs to the baggage claim...
  • When You're On the Sales Firing Line With The Government, Problem Solving Requires Open Communication With Your Client
    Many clients and other contacts tell me that they become extremely impatient with the federal government's "hurry up and wait" attitude. For example, a client might receive a call today for a quote due by tomorrow afternoon...
  • 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...
  • 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...
  • Teaming for Large Government Contracts
    Government contracts are getting bigger. Requirements that were once performed under, say, six to ten contracts might now be performed under only one...