Winning Government Contracts shows you the way. It begins at the beginning, assuming no prior knowledge of the government marketplace and its sometimes complicated terminology. Written in a clear, easy-to-understand language by experienced sales and marketing professionals, this book takes you through the registration and bidding process step by step.
Play the game to win "More and more CEOs are discovering that managing one's businessenvironment is as important as managing operations, finance, andsales. Winning the Influence Game explains how a strategicgovernment relations program can make a major impact on thatenvironment at the federal, state, and local levels."-Douglas G.Pinkham, President, Public Affairs Council "A useful, detailed handbook that should find itself on thedesktop-or at the bedside-of every business leader. These are theskills that every business leader needs to succeed in theincreasingly complex and rapidly changing globalized economy inwhich they operate-and to gain competitive advantage for theircompany's future."-Ira Jackson, Director, Center for Business andGovernment, John F. Kennedy School of Government "Winning the Influence Game provides an excellent overview for thecorporate leader of how government can impact the bottom line-bothpositively and negatively. The clear, concise, and practical mannerin which the book is organized and information provided makes it anextremely useful resource to those charged with the responsibilityof creating an effective government relations program."-MargeryKraus, President and CEO, APCO Worldwide
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.
Charles Prow has brought together an impressive lineup of businessmen and women, reporters, and experts to show how the United States can be more competitive in the global economy. This book shows not only what is wrong with the current federal spending plan, but ways to fix it. Business professionals and anyone interested in the government's response the recession will find this an important book.
Corbett shares what he learned in his 35 years of experience in the competitive proposal field. Starting with the strategic Bid-No Bid decision, all the way through to the post submittal activities, the process of organizing and writing proposals is laid out in clear steps.
Here's your one-stop-shop for winning new business! The new, Sixth Edition of this perennial bestseller updates and expands all previous editions, making this volume the most exhaustive and definitive proposal strategy resource. Directly applicable for businesses of all sizes, Successful Proposal Strategies provides extensive and important context, field-proven approaches, and in-depth techniques for business success with the Federal Government, the largest buyer of services and products in the world. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Small companies with a viable service or product learn how to gain and keep a customer 's attention, even when working with only a few employees. Offering a greatly expanded linkage of proposals to technical processes and directions, the Sixth Edition includes a wealth of new material, adding important chapters on cost building and price volume, the criticality of business culture and investments in proposal success, the proposal solution development process, and developing key conceptual graphics. CD-ROM Included: Features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to Small Business Web Sites; a comprehensive, fully searchable listing Proposal and Contract Acronyms; and a sample architecture for a knowledge base or proposal library.
Takes the mystery out of the tendering processes the government favours and shows how any business with suitable products or services can successfully bid for government contracts. The information will help any business improve its tendering capabilities, whether for government or private contracts.
I've made it easy to do that, so you don't feel like it's this long, arduous book that you don't get any take-aways from. This book is chock full of strategies and takeaways, one simple chapter at a time. In fact, that's all this book is.
Winning techniques and strategies for nonprofits and government agencies in creating successful and critical key performance indicators By exploring measures that have transformed businesses, David Parmenter has developed a methodology that is breathtaking in its simplicity and yet profound in its impact. Key Performance Indicators for Government and Nonprofit Agencies: Implementing Winning KPIs is a proactive guide representing a significant shift in the way KPIs are developed and used, with an abundance of implementation tools for government agencies and nonprofit groups. Implementation variations and short cuts for government and not-for-profit organizations How to brainstorm performance measures Templates for reporting performance measures A resource kit for a consultant who is acting as a coach / facilitator to the in-house project team Also by David Parmenter: Key Performance Indicators: Developing, Implementing, and Using Winning KPIs, Second Edition Filled with numerous case studies and checklists to help readers develop their KPIs, this book shows government agencies and nonprofits how to select and implement winning key performance indicators to ensure that their performance management initiatives are successful.
