[115449] in Zephyr_Bugs
What every federal contractor wants to know
daemon@ATHENA.MIT.EDU (Fedmarket)
Thu Jun 12 01:22:20 2008
Date: Tue, 10 Jun 2008 20:26:16 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: zephyr-bugs@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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Message-Id: <20080612052148.D12C61161A78@mit.edu>
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<title>Federal Sales Training</title>
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<p>Ready for some specific insight on how to drastically reduce your competition in federal sales?
<p>If you give the Government customers what they want, they will buy from you. What does every government want in a purchase? That's hard to say, because every purchase is different. But federal buyers generally ask themselves a few questions before they buy. Here they are:
<ul><li>What are the biggest risks involved in buying from this vendor?
<li> Will they deliver exactly what I need?
<li> What kind of hoops do I need to jump through to place this order?</ul>
<p>Address these questions if you want to close a sale with the Government. When you think about it, government buyers are ordering for their reasons, not yours. They don't necessarily place emphasis on how great your offering is compared to your competitors and they don't actually care (too much) about the fact that you offer it at 3% less than others.
<p>You better take control of your destiny to make sure that your Government buyers can answer these questions. You can help answer the first two questions through marketing. The reality is that the picture that the Government buyer formulates about you, the risk you represent and your products or service are based on <i>perception</i>. You can influence and nurture the perception but you cannot directly control it.
<P>When it comes to the third question, you can objectively control what hoops the government buyer needs to go through to place an order with you.
<p>You can control what purchasing mechanism you make available to the Government buyer. When federal buyers make purchasing decisions they are bound by law to make sure their purchasing practices are fair and reasonably competitive. At the same time, competing every purchase fully is a drag for them: it involves masses of paperwork and doesn't get them what they need quickly.
<p>To get around this potentially show-stopping problem - and, yes, to bend its own rules - the Government has put in a place something akin to a quick purchasing program, the GSA Schedule program. The program is designed to reduce the need to openly compete every purchase. It provides the Government a restricted pool of vendors with pre-approved prices, where a simple review of the prices offered is sufficient to fulfill all purchasing regulations. What a concept: a menu the government can order products and services from, while still being able to say that they've followed their own competition rules. At this point, you should start smiling.
<p>Being awarded a GSA contract is the quickest way to drastically reduce your competition in federal sales. Let me repeat: being awarded a GSA contract is the quickest way to drastically reduce your competition in federal sales. One more time, for effect: being awarded a GSA contract is the quickest way to drastically reduce your competition in federal sales. Imagine the possibilities! Suddenly, government buyers will have a quick path to order from you.
<p>If you think you may be interested in obtaining a GSA contract, call Diego Arioti, VP Fedmarket.com, at 866-519-4482 Ext. 107.
<p><b>Questions? <a href = "http://www.fedmarket.com/contactus.php?ref=email&cid=1213132183-44249">Contact Me</a></b>
<P>Otherwise, please call 866-519-4482 Ext. 110 or write <a href = "mailto:sales@thefederalmarketplace.com"><b>sales@thefederalmarketplace.com</b></a>.
<hr>
<p>Fedmarket.com offerings cover a wide range of federal marketplace related needs.
For a full listing please visit our site at <a href = "http://www.fedmarket.com?cid=1213132183-44249"><b>www.fedmarket.com</b></a>.
<p><a href = "http://www.fedmarket.com/products/gsa_index.shtml?cid=1213132183-44249"><b>GSA Schedule Services and Products</a></b>
<br>We are specialists in assisting you become a GSA approved vendor.
<br><a href = "http://www.fedmarket.com/seminars/gsa-proposal-elab.shtml?cid=1213132183-44249"><b>3-Day GSA Proposal Preparation eLab</b></a>
<br>Attend the 3-day GSA eLab and leave with a ready-to-submit GSA proposal.
<br><a href = "http://www.fedmarket.com/services/full_service_application.shtml?cid=1213132183-44249"><b>Business Preference Programs</b></a>
<br>8(a) and SDB applications made easy through full services or preference programs eLab.
<br><a href = "http://www.fedmarket.com/products/proposal_tools.shtml?cid=1213132183-44249"><b>Proposal Writing Tools</a></b>
<br>Software and templates designed to ease the proposal pain.
<br><a href ="http://www.fedmarket.com/seminars/seminar-index.shtml?cid=1213132183-44249"><b>Federal Sales Training</b></a>
<br>Train your sales staff correctly to benefit from the federal marketplace. See full roster below.
<br><a href = "http://www.fedmarket.com/products/product-index.shtml?cid=1213132183-44249"><b>Finding Federal Sales Opportunities</b></a>
<br>Agency roadmaps, purchasing intelligence and contact lists to complement your sales process.
<br><a href = "http://www.fedmarket.com/products/ebooks-index.shtml?cid=1213132183-44249"><b>Books</b></a>
<br>Learn from the experts; entertaining and informative text on the federal sales process.
<br><a href = "http://www.fedmarket.com/services/consulting-services.shtml?cid=1213132183-44249"><b>Federal Sales Consulting</b></a>
<br>One-on-one engagements to support your objectives.
<hr>
<P>Fedmarket.com offers a full roster of federal sales focused training and workshops. For a full listing please visit our site at <a href ="http://www.fedmarket.com/index-complete.shtml?cid=1213132183-44249"><b>http://www.fedmarket.com/index-complete.shtml</b></a>.
<UL>
<LI><B><A href="http://www.fedmarket.com/seminars/gsa-proposal-elab.shtml?cid=1213132183-44249">GSA Proposal Preparation eLab</A></B><BR><BR>
<LI><B><A href="http://www.fedmarket.com/seminars/audit-proof-gsa.shtml?cid=1213132183-44249">Audit Proof Your GSA Schedule Contract</A></B><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/state_local_gsa.shtml?cid=1213132183-44249"><b>Capturing State and Local Contracts with Your GSA Schedule</b></A></LI></UL><BR>
<P><B>Federal Sales Training</B>
<UL>
<LI><A href="http://www.fedmarket.com/seminars/federal-sales101.shtml?cid=1213132183-44249"><b>Federal Sales 101: "Winning Government Business"</b></A><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/onsite_contract.shtml?cid=1213132183-44249"><b>Teach Your On-site Contract Employees to Sell</b></A><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/sales-trainer-training.shtml?cid=1213132183-44249"><b>Train the Federal Sales Trainer</b></A> <BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/military.shtml?cid=1213132183-44249"><b>Perfecting the Military Sales Call</b></A> <B>- NEW!</B> <br><br>
<LI><A href="http://www.fedmarket.com/seminars/marketing.shtml?cid=1213132183-44249"><b>Creating Your Government Marketing Plan</A></b></A> <B>- NEW!</B> <BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/presentations.shtml?cid=1213132183-44249"><b>Powerful Presentations /The Final Frontier</A></b></A> <B>- NEW!</B>
</LI></UL><BR>
<P><b>Proposals </b>
<UL>
<LI><A href="http://www.fedmarket.com/seminars/proposal-writing-seminar.shtml?cid=1213132183-44249"><b>Writing & Managing Winning Proposals</b></A><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/advanced_proposals_workshop.shtml?cid=1213132183-44249"><b>Advanced Proposal Development Workshop</A> - NEW!</b><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/onsite_proposals.shtml?cid=1213132183-44249"><b>Teach Your On-site Contract Employees How to Write Winning Task Order Proposals </b></A></LI></UL><BR>
<P><b>Contracting </b>
<UL>
<LI><a href="http://www.fedmarket.com/seminars/price_reductions.shtml?cid=1213132183-44249"><b>Price Reductions Clause Compliance </b></A><B> - NEW!</B><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/teaming.shtml?cid=1213132183-44249"><b>Teaming 101: A Winner's Guide to Success</b></A><B> - NEW!</B><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/starting_contracting.shtml?cid=1213132183-44249"><b>Starting a Federal Contracting Company</b></A><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/security.shtml?cid=1213132183-44249"><b>Security Clearances, Uncovered</b></A><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/application_eLab.shtml?cid=1213132183-44249"><b>SBA 8(a) Program Application eLab</A> - NEW! </b><BR><BR>
<LI><A href="http://www.fedmarket.com/seminars/selling_green.shtml?cid=1213132183-44249"><b>Selling "Green" to the Government</b></A><BR><BR>
</LI></UL><BR>
<P><B><font color = "#0000a0">Questions?</font>
Please call 866-519-4482 Ext. 110 or write <A href="mailto:sales@thefederalmarketplace.com">sales@thefederalmarketplace.com</A> </B>
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