Business Development / Guidelines
- Current Bid Opportunities: All Federal Agencies
- Federal Sales Plan Development Guide
- Skip the Public Bid Process
- Acronym: IDIQ Contract
- What is Happening in Federal Contracting?
- The Next Two Years in Federal Contracting
- PSC Codes
- Sell Then Tackle the Red Tape: Part 1
- Federal Procurement is Getting Messier by the Day
- Federal Market Myths
- Does the "M" in the new 8(M) Women Owned Small Business (WOSB) Program Mean Money?
- Is Obama Trying to Harm the Federal Contracting Industry?
- The Gulf Oil Spill and GSA Schedules
- Become an Incumbent Contractor
- To Protest or Not
- Are End Users and Contracting Officers Moving Apart?
- GSA Schedule Teaming
- Federal Proposals and Debriefings
- Government Subcontracting Opportunity Sources
- GSA Schedules from the Viewpoint of the Buyer
- GSA Schedules from the Vendor's Viewpoint
- GSA Schedule Return on Investment
- GSA Schedules and the Under $2,500 Micro Purchase
- GSA Schedules and the $2,500-$25,000 Small Purchase Market
- GSA Schedules and the Over $25,000 Market
- The Over $25,000 Public Bid Market
- GSA Schedules and the Prime Contractor Market
- Use of GSA Schedules for Selling Services
- Put Up Your Guard to Keep Your Sales Costs Down
- People and the Federal Sales Process
- Modify Your Business Development Strategy as Your Company Grows
- Selling Products Directly Using GSA Schedules
- Use of GSA Schedules for Selling Products under Participating Dealer Agreements
- The Use of Letters of Supply for Sales to a GSA Schedule Holder
- Using the GSA Schedule Program to Develop Your Multiple
- Federal Sales Require Patience, Persistence, and Perseverance
- Doing Business with Prime Contractors
- The Holiday Season and its Effect on Federal Sales
- The Reality of Direct Sales to Government
- The Guidelines for Winning Public Bids
- Sell and Then Write Defensively to Win Government Contracts
- Think Twice Before Chasing Dollars from New Federal Programs
- Entry by Small Businesses into the Federal Market
- Picking the Low-Hanging Fruit - Federal Sales
- Small Businesses and GSA Schedules
- Proposed Small Business Rule Changes
- Mastering the Foreign Language Known as the GSA Schedules
- Writing Winning Proposals
- Proposal Evaluation: How Final Decisions Are Made
- Proposal Writing Guidelines and the Review Process
- Proposal Organization and Management
- Proposal Writing: A Summary
- Preparing GSA Schedule Proposals
- Yet Another Contracting Vehicle
- GSA Schedules and Sales Costs
- Anticipating the Federal Buying Cycles
- Comparing the Commercial and Federal Markets
- Locating Those Who Make Purchasing Decisions
- Entry into the Federal Market
- Selling to Government Cardholders
- Small Purchase Government Market Segment
- Focus and Commitment Necessary in Doing Business with Government
- Invitations For Bids
- Publicly-Advertised RFQ Market Segment
- Publicly-Advertised Negotiated Procurements
- Responding to Public Procurements
- Pricing Government Bids
- Managing the Proposal Process
- Oral Presentations for Government Proposals
- Teaming for Large Government Contracts
- Overall Government Contract Evaluation Process - Past Performances
- Past Performance
- Women-Owned Business Contracting
- Minority-Owned Business Contracting
- Federal Acquisition of Foreign Supplies and Services
- Record Retention Requirements for Federal Procurement Laws
- Freedom of Information Act
- Suspension and Debarment
- Best Value
- Environmental and Energy-Efficient Products
- Other Government Transactions
- Contract Bundling
- Outsourcing Opportunities - Fair Act & OMB Circular A-76
- The Government Acquisition Cycle
- Federal Contracting Legal Issues - Handling Gratuities
- Update on Contract Bundling
- Small Business Innovative Research (SBIR) Program
- OMB Circular A-76 Changes
- Procurement Changes Related to Homeland Security
- Commercial Gaining, Milspecs Waning
- Blanket Purchase Agreements
- Government Contract Vehicles
- Multiple Award Schedule (MAS) Government Contracts
- Starting Out the New Year with Government Contracts
- Proposal Writing for Government Contracting
- Proposal Writing Guidelines and Tools
- Debriefings and Protests in Government Proposals
- Government Security Clearances
- Best Value Analysis: A Salespersons Dream
- GSA eOffer
- Selling IT: Sales and Marketing Basics
- Selling IT: Agency Focus
- Selling IT: Introduction to the Government IT Sector
- Finding and Selling to End-Users in the Government
- Selling IT: Marketing IT to the Government
- Selling Open Market Items
- Selling IT: Buyer's Duty to Search Across Schedules
- Selling IT: Teaming to Win Government IT Sales
- Selling IT Business Opportunities Under the E-Government Act of 2002
- Selling IT: State and Local Buys off of GSA IT-70
- "Getting On" the GSA Schedule
- GSA Price Reductions Clause
- The Realities of the Federal Market
- Commitment and Focus in Federal Contracting
- Making the Sales Call to Federal Government Agency
- Business Development - The Key To Federal Sales
- Business Development -- Start with the Internet
- Public Bids as a Source For Bussiness Development Information
- Government Contract Awards Data
- Government Programs That Can Assist in Business Development
- Managing Government Contract Costs
- Finding Official Buyers
- GSA Schedule BPAs
- Selling IT: Business Development
- Cold Caller Adventure: State of Colorado
- When You're On the Sales Firing Line With The Government, Problem Solving Requires Open Communication With Your Client
- Throw Out Your Brochures and Your Power Point Presentations
- Formula for Government Sales Success Depends On Many Factors, But The Number of "Impressions" Each Week is The Manager's Key
- Top Ten Mistakes, Relationship Killers and Wastes of Time
- Fourth Quarter Frenzy - Contractors Called Again To "Fill the File"
- How Can You Kick Out the Incumbent?
- Patience, Persistence, Perseverance Are the Keys to Winning Government Business
- GSA Schedule Holders Take Note - GSA Might Compete Against You for Business!
- Small Business Goals Missed
- If You Think There's Red Tape, Check Out What Leaders in the Military Think
- Read Between the Headlines
- Goal for 2006 - Focus, Focus, Focus
- There is A Fine Line Between Assertive Sales and Aggressive Sales -- What Is It?
- Disaster Response and Recovery: Is There an Opportunity for You to Help?
- The Katrina Response Report is Out and the Government is in Pain - It's Your Turn to Find the Problems and Fix Them!
- In Government Sales, Don't Believe Everything You're Told or You'll Lose
- More Hot News Puts Private Sector "On the Sales Firing Line"
- Help The Government Solve Problems
- Interviewing Your Potential Federal Client is Much Easier Than Selling to Your Client
- State and Local Governments Have Their Rules Too!
- In Business, Business is Business. In Government, Business is Personal.
- Role Playing
- Remember Two Simple Concepts and You'll Win Federal Business
- Thank Your Federal Clients During Thanksgiving
- FEMA States It is "Hurricane Ready" Are You Ready to Help Them?
- New Women Owned-Small Business Posts $2.5 Million!
- When Selling to the Government, Know Your Audience!
- Base Closings Open Opportunities for Contractors
- Never Turn Down a Chance to Take the Tour
- Firing Line Success Story
- End User Spotlight: Facility Managers
- Call Your Area Military Base and Get a Tour
- "On the Sales Firing Line" Columnist Explores the DHS Website and Headlines for DHS Opportunies
- Four Cold Calling Tactics
- The Key To Successful Federal Sales
- Reality Check - Are You Embedded? Are You Sure?
- Jump into Your Customer's Shoes -- What Would You Do If You Encountered a Stranger in the Federal Building?
- Pre-Show Preparations Lead to a Successful Trade Show
- Small Businesses, Take Note...
- Using Freedom of Information Act to Obtain End User Information
- When Selling To The Government, You Have to "Dig" For Gold
- The Only Way To Uncover Government Business is to Focus, Focus, Focus!
- One Page Capabilities Statement Available in a Simple Format Saves You Thousands of Dollars in Full Color Brochures
- 2005 New Year's Resolution - Make Six More Sales Calls A Day
- Department of Homeland Security - Relationships with GSA Schedules Win Business
- The Networking Dance - The Keys to Doing it Right
- Do You Want To Win Government Business? Do Not Respond to "Public Request for Proposals"
- Thanksgiving - A Great Opportunity
- Michigan Sales Executive Networks His Way to Success in Washington, DC
- Turn a Losing "Blind Bid" into a Winning Opportunity
- GATEKEEPERS - The Sales Rep's Best Friend
- Getting Embedded in Government Sales Circle
- Now's the Time To Sell To the Government, Now's The Time to "Get Real"
- Agency Uncovered
- Finding a Great Government Sales Executive
- Is Selling to the Feds Worth the Hassle?
- OMB reports over use of "Name Brands" in Specifications
- Her First Day "On the Sales Firing Line" - Eileen Kent Goes to Washington
- Do You Want To Win Government Business?
- How to Make them See You - Creating Urgency
- Running into Old Friends in City Procurement While Teaching in Michigan
- GSA Expo
- Government Employees - Top Ten Reasons Why They Remain Loyal To You as Their Favorite Contractor
- The Government Buys Everything
- Report from the GSA Expo
- Why Are GSA Schedule Offers So Difficult to Write?
- Developing a Federal Sales Plan
- Insights on Closing a Federal Sales
- Entering the Federal Market
- Multiple Award Contracts: The Wave of the Future
- Stepping Over the Line
- Small Businesses and Federal Sales
- Can Your Congressperson Help?
- Selling Services to Federal Agencies
- Keys to Success in Federal Sales
- New SBA Small Business Size Regulations are a Step Forward
- Who Will Assist Me in Making a Federal Sale?
- Distinguishing Yourself
- Shoot the Messenger
- Finding Federal Buyers
- The World's Biggest Customer
- Let the Light Shine In
- Small Businesses and the Federal Market
- Small Businesses Need GSA Schedule Contracts More Than Ever
- Public Bids are too Late
- Creating Green Federal Facilities Will be an Endless Process
- Distinguish Your Company for Stimulus Contracting
- Start Now If You Want Stimulus Funds
- Internet Posting of Legislation and Stimulus Projects is a Good Thing But...
- Should You Fear Federal Contract Oversight?
- The Washington Post Pegs Stimulus and Contracting
- Jobs, Jobs, Jobs Quickly
- Federal Facilities Slated for Overhaul
- Information Technology Companies Take Note
- Recent Developments in Federal Contracting
- More Selling Services versus Products
- Selling Services versus Products
- More on Selling Risk Aversion
- Selling Risk Aversion
- The Value of Federal Marketing
- The Role of the Contracting Officer
- Options for Closing Federal Sales
- Don't Get Caught without a Closer
- Make it Easy for Federal Buyers
- Importance of Direct Sales
- Searching for Sales Opportunities
- When the Sale Takes Place
- Learn to Play the Federal Sales Game Like an Insider
- Act Immediately to Add Federal Revenue to Your Company
- The Future of Multi-vendor Contracts
- Competitiveness of Multi-vendor Contracts
- Turn Apprehension About the Economy Into Positive Action
- Comparison of Federal Multi-vendor Contracts
- Popular Types of Multiple-vendor Contracts
- Multi-vendor Contracts in the Federal Market
- Become an Insider in the Federal Market
- Distinguishing Messages Win in the Federal Market
- Retaining Your Crown Jewels
- Trench Warfare in Federal Sales
- How Purchasing Decisions Are Made
- Who Sells in the Federal Market?
- Federal Sales and Self Interest, Prime Contractors
- Federal Sales and Self Interest, Members of Congress and the White House
- Federal Sales and Self Interest, the Small Business Specialist (Advocate)
- Federal Sales and Self Interest, the Contracting Officer
- Federal Sales and Self Interest, the Federal End User
- The Role of Best Value in Federal Purchasing
- Get Out in Front to Win
- Who Makes a Federal Sale?
- How to Close a Federal Sale
- Guidelines for Companies New to Government Contracting
- The New Administration and Federal Sales
- Green Your Revenue
- Become an Incumbent Contractor and Get Paid to Sell
- Pre-selling and Competition
- The Best Closing Mechanism
- More on Closing Federal Sales
- Public Bids as a Closing Procedure
- People Buy Not Agencies
- Emergency Contracting - Disaster Contracting
- Stimulus Program Works for Federal Contractors
- Why Federal Contractors Will Continue to Thrive
- Be Proactive to Win Federal Dollars
- Closing a Sale Part Two
- The Thick Wall
- Multi-vendor Contracts Explained
- Closing a Sale
- People Buy, Not Agencies
- Women Owned Small Businesses May Be in for a Treat
- The Hard Part: Establishing the Customer Relationship
- Strategic Checklist for Obtaining Federal Revenue
- Guidelines for Companies New to the Federal Market
