Seven Myths of Selling to Government
Seven Myths of Selling to Government

Author: Lorin Bristow

Publisher: Galain Solutions, Incorporated

Published: 2010-12-30

Total Pages: 157

ISBN-13: 9780615423227

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Government is the new growth market. B-to-B sales techniques just don't work. Learn the new rules for selling to all levels of government. This year, local, state, and federal governments will spend trillions of dollars on all sorts of goods and services. Don't miss out on your share of the pie. This practical how-to book will reveal secrets of star sales performers, showing you what really drives success in selling to local, state, and federal governments. Not a traditional "heavy" book on how to write proposals or access contract vehicles, Seven Myths is a lively, engaging, and sometimes irreverent resource geared directly to salespeople. It is derived from the authors' many years of experience selling millions of dollars in products and services to government agencies. Whether you are new to government sales, or a seasoned pro, you'll benefit from applying the lessons learned from this one-of-a-kind book, Seven Myths of Selling to Government.

Winning Government Contracts
Winning Government Contracts

Author: Derek James

Publisher:

Published: 2018-08-15

Total Pages: 74

ISBN-13: 9781717993601

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After many failed jobs, including starting his own business, Derek James describes his journey of how he went from being a broke and hopeless kid in his 20s, to learning how to sell to Federal Government Agencies, and win millions in government contracts before the age of 30. In Part 1 of his book "Winning Government Contracts", Derek discusses the challenges of being thrown into the deep-end, and almost being fired in his first 3 months. Without proper training and with only minimal guidance from his peers, Derek had to essentially learn how to win contracts on his own. Part 2 of the book describes his process (the GovKid Method), that he assures every small business is missing out on by not following. He breaks down the 5-Step Strategy that every small business can follow to win contracts, regardless of their socioeconomic status, or level of experience selling to the government.

Contracting for Services in State and Local Government Agencies
Contracting for Services in State and Local Government Agencies

Author: William Sims Curry

Publisher: Routledge

Published: 2016-04-28

Total Pages: 495

ISBN-13: 1317221028

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This second edition of Contracting for Services in State and Local Government Agencies provides state-of-the-art tools for best practice in the procurement of services at state and local levels, from initial stages through to completion. Including lively case studies and research conducted with state and local agencies across the United States, this book provides management advice and tips on compliance to reduce costs, select the best-qualified contractors, manage contractors’ performance, and prevent corruption and waste. Utilizing the results of new research in all fifty states, author William Sims Curry offers updated best-practice documents, methodologies, and templates including: a Request for Proposal (RFP), a scorecard for proposals to select the best-qualified contractor, a toolkit for meeting socioeconomic contracting goals without compromising price, quality, or on-time delivery, and a Model Services Contract (MSC). Special consideration is given to obtaining services and products in states of emergency. Several additional resources for practitioners are available online, including sample contracts and a straightforward, inexpensive tool for tracking contractors’ progress and cost management. The roadmap and templates contained in this book and available online to readers will prove essential to state and local government agency contracting professionals and other officials and employees called upon to participate in the drafting of solicitations, writing sole source justifications, writing scopes of work, serving on advance contract planning and source selection teams, recommending award of contracts, or assisting in the management of those contracts.

Secrets to Noncompetitive Government Contracts
Secrets to Noncompetitive Government Contracts

Author: Robert Wink, PMP, CFCM

Publisher:

Published: 2019-02-08

Total Pages: 303

ISBN-13: 9781796402483

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Secrets to Noncompetitive Government Contracts is the book that every business should read when they set out to sell to the Government. It isn't like B2C or B2B sales. Secrets to Noncompetitive Government Contracts is an insightful, practical, how-to guide for entrepreneurs who want to not waste time. This book will teach your business the Government Process. The United States Federal Government has less than 2% of businesses compete in this area. Where competition is to be fair under The Competition in Contracting Act (CICA). The market is one of the world's largest, and one of the most competitive. There are secrets to getting contracts without competition and this book is here to educate. Robert Wink, PMP, CFCM has over 6 years of Contracting Experience and has worked for three Government Agencies (U.S. Army Mission Installation Contracting Command, FEMA, & the Corps of Engineers), former Contract Specialist and Contracting Officer, presents the secrets and reality that every marketing company doesn't want you to know. This book goes over: Separation of Powers within the Government Acquisition Process. How the Government finds contractors. Back Room Deals. Ethics Violations Unsolicited Proposals Sole Source Contracts Business Set-Asides that will make you successful . How the Government determines your business is capable. It isn't about negotiation, but determining that your price is fair and reasonable. Robert Wink draws on his frustration of seeing businesses spend thousands of dollars in trying to crack the code through consultants who sell false information. Companies that will market your company to the Government by doing phone calls and e-mail campaigns and it is a waste of $$. This book doesn't only give you the secret to noncompetitive contracts, but how Federal Government Acquisitions work. 303 Pages

Selling to the Government
Selling to the Government

Author: Mark Amtower

Publisher: John Wiley & Sons

Published: 2010-12-21

Total Pages: 261

ISBN-13: 047088133X

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Learn the crucial ins and outs of the world’s largest market The U.S government market represents the largest single market—anywhere. Government contract tracking firm Onvia estimates that government business—federal, state, local, and education—represents better than 40 percent of the nation’s GDP. While anyone can play in this market, only those with the right preparation can win. Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts. • Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two • Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the government From the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.