TOC - Federal Sales Plan
Table of Contents
2.1 All Companies: Follow Current Bidding Opportunities Religiously
2.2 Companies with Federal Contracts
2.3 Companies Selling Commodities
2.4 Companies Selling Generic Professional Services
2.5 Companies Selling Complex Products and Specialized Professional Services
2.7 Companies outside the Metropolitan Washington, DC Area
2.8 Information Technology Companies
2.9 Starting the Sales Opportunity Research Process
3 Procedure 1: Search Agency Web Sites
3.3 General Agency Interest, Spending Information, and Contact Data
4 Procedure 2: Search Award Data
4.1 Federal Procurement Data Center (FPDS)
4.2 Defense Logistics Agency (DLA Procurement Gateway)
4.4 Navy Electronic Commerce Online
4.6 Summary of Contract Award Site Pros and Cons
5 Procedure 3: Find Contracting Officers
6 Procedure 4: Find Teaming Partners
7 Procedure 5: Finding Prime Contractors and Subcontracting Opportunities
8 Procedure 6: Finding Opportunities outside the Washington, DC Area
9 Finding Federal End Users: Who Bought What, Where, Why, & When
10 Summary of the Federal Sales Process
10.1 The Hard Part: Establishing the Customer Relationship
10.3 Provide a Solution, Not a Sales Pitch
10.4 Distinguishing Yourself Once in the Door
10.5 Debriefings and Protests from a Sales Prospective
11 Setting Up Your Federal Customer Relationship Management (CRM) System
11.2 No Selling Points, NO BID
11.3 The Customer Intelligence Questionnaire
Sample Customer Intelligence Questionnaire
Example of a Completed Customer Intelligence Questionnaire
12 Bid/No Bid Decision Procedure
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