[114121] in Zephyr_Bugs
Federal Sales: More on Selling Risk Aversion
daemon@ATHENA.MIT.EDU (Fedmarket)
Mon May 26 00:45:36 2008
Date: Sat, 24 May 2008 22:23:32 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: zephyr-bugs@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<p><b>Welcome to our series called "Federal Sales." This newsletter is the seventy-fifth installment in a series of e-mail newsletters about current topics relating to federal sales.
This series joins our other popular newsletters, "Proposal Writing" and "GSA Schedules," in a weekly rotation.</b><br>
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<p><b>Installment 75 - More on Selling Risk Aversion</b><br><hr>
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The previous installment discussed federal end users aversion to risk when selecting a contractor. The fear is particularly acute for rebids of information technology service contracts. The thought process of a federal Chief Information Officer might be as follows:
<p>"My prime contractor successfully (albeit sloppily at times) runs my network serving 20,000 federal employees worldwide. And now the contracting officer is insisting that I put the next five years of the contract out for public bid; lots of luck to those electing to bid. I will listen to their stories but they better be bullet proof. I would need the following to switch:
<p>The bidder would need ironclad agreements that key members of the incumbent's staff, especially the project managers, will join them and work on the contract.
<p>The bidder would have to have a plan to retain all of the incumbent's staff and a foolproof plan for replacements just in
case a few decide to leave.
<p>Even with these assurances written eloquently in the proposal, it might not be enough."
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<b>Questions about federal sales? <a href="http://www.fedmarket.com/contactus.php?ref=email&cid=1211669834-04171">Contact Me</a></b>
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<p><b><font color = "#0000a0">A GSA Proposal Solution Designed Specifically for Small Businesses</b></font>
<p><b>GSA Schedules eLab </b>- Develop your GSA proposal in 3 days at our eLab. Fedmarket provides you with a Request for Information (RFI) prior to your arrival at our eLab. You are instructed to bring the requested corporate data with you to the course. Attendees should, with the assistance of our GSA staff, complete their GSA offer prior to the end of the eLab's third day.
Many attendees complete the process and leave with a completed proposal within two working days. If you are unfamiliar with the proposal process, the GSA eLab is the solution for you. The GSA eLab is offered monthly at the Federal Sales Academy in Bethesda, Maryland. <a href =" http://www.fedmarket.com/seminars/gsa-proposal-elab.shtml?cid=1211669834-04171"><b>Read more...</b></a>
<p><b><a href = "http://www.fedmarket.com/catalog/product_info.php?cPath=22&products_id=28&cid=1211669834-04171">Sign-up</a> for our GSA Proposal Preparation eLab today!
<p align =" center">To learn more about our GSA products and services, call 866-519-4482, Ext. 110 for assistance. </b>
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<p><b><font color = "#0000a0">Federal Sales 101: Winning Government Business</b></font>
<p>Participating in the federal sales game can be an extremely frustrating and overwhelming endeavor. Chasing down leads often turns into an exercise in trying to negotiate your way through a maze with many, many dead ends. Our seminar "Federal Sales 101: Winning Government Business" will put managers and sales people on the right path to establishing immediate relationships and closing government business. The seminar is led by Federal Sales Academy Director and "<a href = "http://www.fedmarket.com/articles/federal-sales-strategies.shtml?cid=1211669834-04171"><b>On the Sales Firing Line</b></a>" columnist, Eileen Kent.
<a href = "http://www.fedmarket.com/seminars/federal-sales101.shtml?cid=1211669834-04171"><b>Read more...</b></a>
<p><b><a href = "http://www.fedmarket.com/catalog/product_info.php?cPath=22&products_id=29&cid=1211669834-04171">Sign-up</a> today for the next "Federal Sales 101: Winning Government Business" class!
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<p align =" center">To learn more about this seminar, call 866-519-4482, Ext. 110 for assistance. </b>
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<p><b>Fedmarket.com Announces a New Book by CEO Richard White</b>
<table><tr><td><p><br><img src="http://www.fedmarket.com/catalog/images/cracking_catalog.jpg"></td><td><p align =" center"><font face="Courier New, Courier, mono" size="2"><b><i><br>Cracking the $500 Billion Federal Market</i> - The Small Business Guide To Federal Sales.<br>Many small businesses have watched the federal marketplace from the sidelines with envy. Why not get off the sidelines and join the game? <br><a href =" http://www.fedmarket.com/cracking.html?cid=1211669834-04171">Learn more</a><br>Price: $14.95
<a href =" http://www.fedmarket.com/catalog/product_info.php?products_id=139&cid=1211669834-04171"> <b>Buy Now! </a></font></td></tr></table>
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<p align = center><b><font color =" 0000a0">Listen to Richard White:</font> <br>Learn more about GSA Schedules and the hurdles small businesses face in the federal marketplace<br><br><a href =" http://www.mysuccessgateway.com/guru/podcasts.php?id=69">Click here for podcast</a> </b>
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<p>Call Fedmarket's sales staff at (888) 661-4094, Ext. 8 with questions concerning these or any other products or services Fedmarket offers. E-mail inquires may be sent to the following: <a href="mailto:sales@thefederalmarketplace.com">sales@thefederalmarketplace.com</a>.
<p>Regards, <br>
Richard White<br>
President <br><a href = "http://www.fedmarket.com/index.shtml?cid=1211669834-04171">Fedmarket.com </a><br>
<a href = "http://www.fedmarket.com/seminars/academy-index.shtml?cid=1211669834-04171">The Federal Sales Academy</a> <br>
<a href = "mailto:rwhite@thefederalmarketplace.com">rwhite@thefederalmarketplace.com</a><br>
(301) 652 - 9504 x 118 (office)<br>
(301) 908-0546 (cell) </font> <hr>
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