Cracking the $500 Billion Federal Market

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Table of Contents

Chapter 1	The Best Offense is a Good Defense	09
Chapter 2	Make the World's Biggest Customer Your Own	11
Chapter 3	Market Research in the Federal Sector	15
Chapter 4	Become an Insider in the Federal Market	17
Chapter 5	Competition and Price Sensitivity in the Federal Market	19
Chapter 6	Are Federal Bids Wired?	21
Chapter 7	Fundamentals of Federal Contracting	23
Chapter 8	Making a Federal Sale	25
Chapter 9	Closing a Federal Sale	29
Chapter 10	Start with the Credit Card and Quick Buy Markets for   Smaller Transactions	31
Chapter 11	Consider Starting as a Subcontractor to a Prime	35
Chapter 12	Selling Directly to Prime Contractors	37
Chapter 13	Pre-approved Government Price List	41
Chapter 14	Getting a Pre-approved Federal Price List for   Your Company	45
Chapter 15	Small Business Preference Programs	47
Chapter 16	Distinguishing Messages Win in the Federal Market	49
Chapter 17	Selling to Federal Agencies Located in Your Backyard	53
Chapter 18	Getting Started in Federal Sales	57
Chapter 19	Don't Get Caught Up in Red Tape	59
Chapter 20	Steps to Take After Winning Your First Federal Contract	61
Chapter 21	Learn How to Write Federal Proposals	63
Chapter 22	Prosper in the Federal Market	65
Appendix A	Finding Federal End Users Who Buy What You Sell	67
Appendix B	The People in the Federal Sales Process and   Their Motivations	71
Appendix C	GSA Schedules - A Vendor's Path to Federal Sales	75
Appendix D	More on Proposal Writing	79