Rolling the Dice in DC

Front Cover
Lulu.com, 2006 - Business & Economics - 144 pages
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"Rolling the Dice in DC" explains the federal sales game and how it is played in the real world. The market is insider dominated partly out of necessity and partly because procurement rules are outdated. The book is written for managers and sales people, not contract administrators. It describes the day-to-day dogfight of competing and winning in the federal market. Newcomers to the market may be discouraged by some of the topics and truths discussed. Read it if you want to know the good, bad, and the ugly of the federal market, what it takes to enter the market, and the potential returns. The book is not for you if you only want to know how to pick low-hanging federal fruit and whether there is a magic bullet for entering the federal market. The focus is selling, not how to comply with federal red tape and administer federal contracts. The author is the CEO of Fedmarket.com and has more than forty years of experience in selling to the federal market.
 

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Contents

Growing Market
6
Truths and Misconceptions
12
The Book of Rules
23
The People in the Process and How They
27
MultiVendor Contracts
32
GSA Schedules
39
The Federal Sales Process
46
Selling Solutions
56
Small Businesses and Federal Sales
85
Writing Federal Proposals
95
Congress Controls the Game
110
Reestablish the General Services Administrations
116
Redefine Federal Service Contracting
122
Consolidate Small Business Preference Programs
128
Improve the Current Procurement System
133
Talk to Your Congressperson
137

Developing a Federal Sales Program
64
Government Relations
73
Ordering Information
140
Copyright

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