The Definitive Guide to Government Contracts
The Definitive Guide to Government Contracts

Author: Malcolm Parvey

Publisher: Red Wheel/Weiser

Published: 2010-01-01

Total Pages: 289

ISBN-13: 1601631111

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The U.S. government is the biggest customer in the world! How can your small business get a piece of the pie? The Definitive Guide to Government Contracts begins at the beginning, and assumes no prior knowledge of the government marketplace. Written in a clear, easy-to-understand language by experienced sales and marketing professionals, it takes you through every step of the process--finding the opportunities; understanding the requirements; registering your company and submitting your bid; shipping, packaging, and invoicing requirements. The same step-by-step approach is used to explain the increasingly popular GSA contract, from researching the schedules, preparing the paperwork, and submitting your proposal, to the all-important marketing that is required once the contract has been awarded. Thinking about selling to the federal government but don't know where to begin? The Definitive Guide to Government Contracts is all the help you need.

Winning Government Contracts
Winning Government Contracts

Author: Malcolm Parvey

Publisher: Red Wheel/Weiser

Published: 2008-01-01

Total Pages: 237

ISBN-13: 1564149757

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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.

Selling to the Government
Selling to the Government

Author: Mark Amtower

Publisher: John Wiley & Sons

Published: 2010-11-23

Total Pages: 261

ISBN-13: 0470933860

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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.

Game Changers for Government Contractors
Game Changers for Government Contractors

Author: Michael Lejeune

Publisher:

Published: 2020-02

Total Pages: 338

ISBN-13: 9781733600941

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Game Changers will provide you with powerful tactics and strategies for winning government contracts. This book is a ground-breaking collaboration from 29 of the Nation's leading authorities on government sales. The concepts and strategies shared in this book are designed to educate, train, and give you a competitive edge over your competition. Each author has thoroughly tested and proven these tactics and strategies over decades of experience in the government market. This book is based on the wildly popular Podcast Game Changers for Government Contractors. The co-authors in this book are guests of the podcast, current and former government contractors, former contracting officers, and Nationally recognized experts in the government market. The strategies shared in this book have helped companies win over $20 Billion in government contracts. Each chapter in this book is crafted with numerous game changing concepts and strategies - regardless of the stage of your business. There are chapters for those new to government sales and chapters for more experienced companies already engaged in government contracting. Whether you are new to government sales or you've been in the trenches for years, you'll find concepts and recommendations to accelerate your business objectives. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Mark Amtower - Amtower & Company Erin Andrew - Live Oak Bank Michele Atkinson - Cavalry Consulting Russ Barnes - Systro Solutions Carroll Bernard - Govology Judy Bradt - Summit Insight Tim Burt - Tim Burt Media Jenny Clark - Solvability Chris Bobbitt - Technical Assent Mario Burgos - Burgos Group Bellandra Foster - BBFoster Consulting Ashley Haass - The Daily Brief Jay McConville - Privia Mike McDermott - InquisIT Michael McNulty - McNulty and Associates Steve Meredith - SW PA Commission Matt Miller - EMA, Inc. David Neal - David Neal Consulting Maria Panichelli - Obermayer Rebmann Maxwell & Hippel LLP Linda Rawson - DynaGrace Enterprises Doug Reitmeyer - Government Construction Experts Rob Rosenberger - Blackdragon Matthew Schoonover - Koprince Law Kathleen Smith - CyberSecJobs.com Courtney Spaeth - growth[period] Carrie Ann Williams - Andana Consulting Eric "Doc" Wright - Vets2PM