The Naked Truth: Conclusion

A 13-part installment series.
Richard White explains how federal sales are really transacted. 

Installment 13 - Conclusion

You must have a relationship to sell in the market; new people hit a glass wall when cold calling without an introduction.

The intense competition in the market and risk aversion cause buyers to not accept cold calls unless there are extenuating circumstances, such as - you are IBM, or you have a unique solution or product known to the buyer.

Work through your network and if you don't have one build one.


Richard White has 45 years of experience in federal contracting and has published three books on federal contracting:

The three books are available for purchase through Amazon.com or complementary copies can be downloaded by clicking on the titles above.

Series Installments:

  1. The Government Has All of the Cards
  2. It's Not as Bad as it Appears
  3. Trying to Become an Insider by Cold Calling is Expensive
  4. Insiders Use Their Contracts to Sell to More Customers
  5. Becoming an Insider Costs Time and Money
  6. Public Bids
  7. Incumbent Contractors Win Repeating Contracts
  8. Multiple Award Contracts, the Tidal Wave of the Future
  9. How Big and Important are MACs?
  10. GSA Schedules: The Biggest and Most Sought After MAC
  11. GSA Schedules are Expensive to Get and Not for Everyone
  12. The Subcontracting Channel
  13. Conclusion 

Fedmarket
(888) 661-4094, Ext.2.


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