Solve 2012 Revenue Shortfall

So you want to go to DC and get a piece of the federal contracting pie to solve an expected shortfall in your revenue for the next quarter? This isn't likely to happen although maybe you'll be able to solve next year's revenue shortfall, if you learn to play the game the way the insiders do!

Download your complimentary copy of Richard White's new e-Book
Loading the Dice in DC, Legally: Learn the Politics and Realities of Federal Contracting

The federal sales game is part mastering the bureaucracy and part understanding the politics involved. Knowing how the game is played legally, within the rules, can put you on equal footing with the experienced federal contractors. This book will also help you overcome the inherent insiders' edge that experienced contractors enjoy.

Loading the Dice in DC, Legally: Learn the Politics and Realities of Federal Contracting primarily tackles the following issues:

  1. Why open competition is gradually eroding under current purchasing rules and regulations, 
  2. Competition, or the lack of it, in the federal procurement arena, and
  3. How to use an understanding of the above to your advantage. 

Loading the Dice in DC, Legally: Learn the Politics and Realities of Federal Contracting will tell you what you need to hear, if not necessarily what you want to hear.

Federal agencies hold free seminars and publish treatises that counsel newcomers to take the following steps to win a federal contract:

  1. Your business must register to do business with the federal government.
  2. It must identify bidding opportunities culled from federal bid opportunity websites.
  3. It must lastly submit a bid. 

Left unsaid is that these steps rarely lead to a contract because agencies usually have a specific contractor in mind before the opportunity is posted. The game is not won by responding to public bids published by agencies you do not know. Someone is already there doing business with them.

Simplistic "getting started" advice is analogous to saying you can win at tournament poker by getting a casino player's card. The casino card may only get you a seat at a poker table full of seasoned pros. As in poker, newcomers to the federal market need to know the gritty, in-the-trenches strategies that can make the difference between going home empty handed and winning the hand (i.e., contracts).

Politics always plays a part, to some degree, in federal contracting. For example, it is not uncommon to hear about politicians steering contracts to campaign contributors and favored individuals and businesses. This type of political influence on contracting has always been present to some degree although more so at the local levels of government. And the influence of politics on award decisions will not go away because people, money, and politics will always influence governmental decisions.

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