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Articles

  • 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...
  • 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...
  • Selling IT: Agency Focus
    In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside...