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How To Get Government Contracts

Author: Olessia Smotrova-Taylor
Publisher: Apress
ISBN: 1430244984
Size: 34.49 MB
Format: PDF, ePub, Docs
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How to Get Government Contracts demystifies the process of how a company can enter the government market, win its first and subsequent contracts, and then grow itself into a multi-million-dollar government contractor within a couple of years. It offers an insider’s view into the latest best practices that government contractors use to succeed in an increasingly competitive market, and it shows exactly how your company can apply these techniques to build a strong business. Many companies venture into the government market with a certain naiveté and pay a hefty price to find out that there is much more to winning a contract than writing last-minute proposals in response to publicly posted solicitations. To stop the bleeding of precious resources, they need to step back to learn how professionals win business in the federal arena. This book shows you how to find, for example, the best potential customers and opportunities for your company. It also explains the secret to winning consistently by conducting pre-proposal preparation (also called "capture") and practicing a disciplined, process-based approach to proposal development. This book provides a recipe for winning government contracts over and over again, the way seasoned government contractors do it. After reading this book, you will know exactly what to do to position your company to win a government proposal before a solicitation becomes public, including building customer relationships, gathering intelligence, developing a "win strategy," performing competitive analysis, selecting the best teammates, and developing a solution. As a result, you will apply professional techniques to organizing your proposal effort, outlining a proposal document, and writing RFPs that persuade evaluators to award the contract to you.

Zero To A Billion

Author: David Kriegman
Publisher: Dudley Court Press, LLC
ISBN: 1940013054
Size: 62.87 MB
Format: PDF, ePub, Docs
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The federal professional services market is one of the world’s largest, and one of the most competitive. Companies struggle to compete and prosper. In Zero to a Billion, David Kriegman, former SRA International executive, presents techniques to help companies succeed where many have failed. His book goes beyond standard compliance books to provide answers to questions like these: Why do some companies grow while others stagnate or go out of business? How do you differentiate yourself and compete with much larger companies? Why do you lose work when the customer says you are doing a good job? How do you attract, retain, and motivate top talent? Why do some acquisitions succeed while others are considered less than a success or even a failure? Kriegman draws on his thirty years of experience to illustrate the essential lessons of strategy, business development, cultural issues and operations with real-world examples and actionable ideas. The book is recommended for new and mid-career managers as well as seasoned executives.

Winning Government Contracts

Author: Malcolm Parvey
Publisher: Red Wheel/Weiser
ISBN: 1564149757
Size: 78.24 MB
Format: PDF, ePub, Docs
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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

Author: Mark Amtower
Publisher: John Wiley & Sons
ISBN: 9780470933862
Size: 20.50 MB
Format: PDF, ePub, Docs
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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.

The Project Managers Guide To Idiq Task Order Service Contracts

Author: Mark Salesky
Publisher: Springer
ISBN: 331941156X
Size: 63.95 MB
Format: PDF, ePub
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Every year the US federal government will spend roughly 100 billion dollars through competitive IDIQ (Indefinite Duration Indefinite Quantity) contracts. When you add in contracts awarded by State governments and commercial organizations using very similar processes you’re looking at 700 billion dollars’ worth of business. Getting a slice of that pie depends on how well you manage the contracting project. This is because IDIQs are essentially empty contract structures which then require a second round of winning task orders. For contracts with the government, this two-step structure which is specified in law and regulation, has specific pitfalls and opportunities which are rarely the subject of contract and project management training. Salesky’s coaching style talks you through the specific challenges in the startup, management, and closing of the IDIQ. This book gives a pragmatic and best-practice description of the entire life cycle of this type of contract offering you the “inside advisor” you need to help you through the pragmatics issues of clients’, performers’, and bosses’ expectations.

Federal Contracting Made Easy

Author: Scott A. Stanberry
Publisher: Berrett-Koehler Publishers
ISBN: 1567263895
Size: 39.64 MB
Format: PDF, ePub, Docs
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Federal contracting . . . easy? With the fourth edition of Federal Contracting Made Easy, it is! Whether or not you consider federal contracting easy, it is certainly easier with this guide. Used successfully by thousands of contractors and feds, this book offers practical, hands-on, no-nonsense advice. Now in its fourth edition, Federal Contracting Made Easy lays out the entire federal contracting process in a readable and easy-to-understand style. This book covers how government procurement works, what you can do to cut though the red tape to speed your way to winning a contract, who the key players are, and tips for overcoming obstacles. New in this edition: • Discussion of government-wide acquisition contracts (GWACs) • Updates on women-owned small business • New status of service-disabled veteran-owned small business • Expanded list of relevant websites and resources • Introduction to the new System for Award Management (SAM) Whether you are about to enter the competitive world of federal contracting or have been bidding for contracts for years and are now looking for updated information and ideas, this is the book you need. The federal government awards billions of dollars in contracts for goods and services every year. This book will help you win a piece of that business.

The Inside Guide To The Federal It Market

Author: David Perera
Publisher: Berrett-Koehler Publishers
ISBN: 1523097213
Size: 72.58 MB
Format: PDF, ePub
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Unlock the Door to the Federal IT Marketplace Here's your key to selling IT goods and services to the government. David Perera and Steve Charles present the ins and outs of successfully competing for—and winning—a share of the tens of billions of dollars the federal government spends each year on IT. Getting a piece of that business is not easy—it takes accurate knowledge of systems and procedures, as well as sharp insight into the structure and details of government procurement. The Inside Guide to the Federal IT Market penetrates the haze of jargon and apparent complexity to reveal the inner workings of the IT contracting process. Whether you're just setting out or seek a bigger share, this comprehensive book provides valuable information you can put to immediate use. The Inside Guide to the Federal IT Market covers: • Technology standards • Basic contracting concepts • Advanced contracting concepts, such as getting on and staying on the GSA schedules • The effect of the federal budget process on the sales cycle • What you need to know about ethics to earn business fairly, without avoidable delays and hassle This book's focus on the IT market makes it a unique reference on federal procurement for private companies. Government procurement personnel will also find the depth and breadth of coverage useful in reviewing and evaluating IT offerings.

Seven Myths Of Selling To Government Secrets For Success In Government Sales Today

Author: Lorin Bristow
Publisher:
ISBN: 9780615423227
Size: 17.32 MB
Format: PDF, Kindle
View: 125
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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.

Introduction To Government Contracting

Author: James I. Movich
Publisher: Createspace Independent Pub
ISBN: 9781463718176
Size: 73.23 MB
Format: PDF, ePub, Docs
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The United States government is the world's largest buyer of goods and services anywhere in the world, and the one most accessible to the average small business. In 2010, federal spending included $536.7 billion in contract awards, $557.7 billion in grants, and another $357.5 million in loans and guarantees. Of this, the largest portion of the dollars went to the Department of Defense (DOD) at $367 billion, followed by the Department of Energy (DOE) at $25.7 billion, and then NASA at $16 billion. The government goes to great lengths to encourage small businesses JUST LIKE YOURS to bid on contracts for some of these needs. In fact, Federal agencies are REQUIRED to establish contracting goals, with at least 23 percent of all government buying targeted to small business firms. Selling to the Federal Government can provide significant revenues for your business and provide a cyclic income for multiple years, depending on the contract. Copyright secured by Digiprove, certificate P272050... all rights reserved

Secrets To Winning Government Contracts

Author: Martin Saenz
Publisher: Createspace Independent Publishing Platform
ISBN: 9781986408042
Size: 11.55 MB
Format: PDF, ePub, Docs
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HOW TO BECOME A PROFITABLE PRIME FEDERAL CONTRACTOR Martin Saenz and his wife Ruth started their exhibit display design and fabrication business in their basement and, over the course of 14 years and scores of successfully-completed prime federal contracts, have built it into a multi-million dollar enterprise operating out of its own large warehouse and production facility. In this book Martin shares all the fundamental success factors he has learned: Determining What You Offer That The Government Will Buy Gathering Competitive Intelligence Using the Government's Own Websites How to Create a Massive Action Plan (MAP) to Launch Your Business How to Build Relationships and Land Business at Small Business Events Creating a Rocking One-Page Capabilities Statement Why Over 50% of His Business Comes at the End of the Fiscal Year