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Federal Sales Training


Articles

  • Closing a Sale Part Two
    Companies holding multi-vendor contracts minimize the amount of competition they face since a public bid isn't necessary...
  • Can Others Help You Win Contracts?
    Winning federal contracts is an expensive and arduous process. It helps if you can find someone to pave the way. The best candidate would be someone, such as a business partner or personal friend, who has a federal customer...
  • The Best Closing Mechanism
    GSA Schedule contracts are the best closing mechanisms for small and medium-sized businesses that cannot afford to hold several multi-vendor contracts...
  • Public Bids as a Closing Procedure
    Why would the federal government select a public bid as the closing procedure of choice given the horrendous lead time and cost involved? Federal contracting officers do their very best to avoid them...
  • Who Will Assist Me in Making a Federal Sale?
    A general misconception is that the federal market is unique or special because taxpayer dollars are being spent...
  • Let the Light Shine In
    A huge problem that newcomers face when trying to enter the federal market place is that it is enormously difficult to find end users (the person with money who needs what a company is selling)...
  • Small Businesses and the Federal Market
    Knowing your customers is the key to sales success. This is true whether you're selling to public or private organizations...
  • Selling IT: Sales and Marketing Basics
    Company managers new to government sales often view governments as bureaucratic bodies from another world, imbued with strange and mysterious procurement rules, rules designed to confuse and even intimidate...
  • Proposed Small Business Rule Changes
    Small businesses are being squeezed out of the federal market due to contract bundling and an ever-increasing interest on the part of large businesses to enter into the market...
  • 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...
  • Focus and Commitment Necessary in Doing Business with Government
    Throughout the series we've talked here and there about "focus" and "commitment", a couple of words that are easy to toss around: "You've got to be focused." "You must be committed...
  • Multiple Award Schedule (MAS) Government Contracts
    Overview of the Process The General Service Administration's Federal Supply Service (FSS) operates the federal supply schedule program. The program leverages the purchasing power of the U.S...
  • Minority-Owned Business Contracting
    In the prior installment, we talked about women-owned business contracting. This week, we discuss the 8(a) Business Development Program and the Small Disadvantaged Business Certification (SDB) Program...
  • Negotiating Profitable General Services Administration (GSA) Schedule Prices
    GSA schedule contracts are becoming even more popular because of federal contracting offices need to contract quickly with stimulus funds. Making a profit is the Holy Grail of most businesses...
  • Contracting with Federal Civilian Agencies is Easier Than Defense Agencies
    The Washington press announced recently that thousands of defense jobs may be eliminated, including those related to large defense contracts. This is clearly very bad news for defense contractors...
  • Selling in the Federal Marketplace
    Up until the actual close of a sale, selling in the federal market is essentially the same as selling in the commercial market...