[197196] in Zephyr_Bugs
The Naked Truth: Trying to Become an Insider by Cold Calling is Expensive
daemon@ATHENA.MIT.EDU (Fedmarket)
Fri Jan 2 12:52:28 2015
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Date: Fri, 02 Jan 2015 09:30:39 -0700
From: "Fedmarket"<noreply@wrtmx03.wrtech.com>
To: bug-zephyr@mit.edu
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<br /><span style="font-size: 11px;">Is this email not displaying correctly? <a href="http://www.fedmarket.com/article/free_content/1619?cid=1420215938-83139_55565&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420215938-83139_55565&email=bug-zephyr@mit.edu" target="_blank">View it in your browser</a>.</span><br /><br />
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<td align="left" valign="top" width="500"><p><span style="font-family: Tahoma, Geneva, sans-serif;FONT-WEIGHT: bold; FONT-SIZE: 15px; TEXT-TRANSFORM: uppercase; COLOR: #000000;">The Naked Truth: Trying to Become an Insider by Cold Calling is Expensive</span></p></td><td align="right" valign="top" width="200">
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<p><b>A 13-part installment series.
<br>Richard White explains how federal sales are really transacted. <br></b></p><p><font color="660000"><b>Installment <font color="660000">3 -</font> Trying to Become an Insider by Cold Calling is Expensive</b></font><br><img src="http://2ef6f2020e0fb032d541-f5317f7e2d3d6e517a6ae034c1d8d9c5.r61.cf2.rackcdn.com/glasswall.png">
</p><p>They don't really want new contractors and there is too much competition.
</p><p>They want to know who they are doing business with and have confidence that they will perform and know how to play the paperwork game.
</p><p>So how do they accomplish this without taking sales calls?
</p><ul><li>By getting referrals to buyers from other federal buyers.
</li><li> Asking their colleagues who they are contracting with.
</li><li> Taking calls from prime contractors (the ultimate insiders) and favoring them in many ways.</li></ul>
<p>None of these things happen without having contracts or relationships with buyers.
</p><p>Contracts beget more contracts.
</p>
<p>About Richard White
<br><a href="http://www.fedmarket.com/l/federal_sales_training/richard_white_bio/?cid=1420215938-83139_55565&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420215938-83139_55565&email=bug-zephyr@mit.edu">Richard White</a> has 45 years of experience in federal contracting and has published three books on federal contracting:
</p><ul><li><a href="http://www.fedmarket.com/article/free_content/587?cid=1420215938-83139_55565&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420215938-83139_55565&email=bug-zephyr@mit.edu">ROLLING THE DICE IN DC How the Federal Sales Game is Really Played (2006)
</a></li><li><a href="http://www.fedmarket.com/article/free_content/588?cid=1420215938-83139_55565&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420215938-83139_55565&email=bug-zephyr@mit.edu">GSA SCHEDULES The Shortest Path to Federal Sales Dollars (2008)
</a></li><li><a href="http://www.fedmarket.com/article/free_content/1039?cid=1420215938-83139_55565&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420215938-83139_55565&email=bug-zephyr@mit.edu">CRACKING THE $500 BILLION FEDERAL MARKET The Small Business Guide to Federal Sales (2010)<br></a></li></ul>
<p>The three books are available for purchase through Amazon.com or complementary copies can be downloaded by clicking on the titles above.
</p><p>The books attempted to inform readers about how the federal sales game is played in the trenches. They present "how-to" information, the information is still relevant, not much has changed in government contracting over the years.
</p><p>Like the earlier books, this installment series is focused on selling services and complex hard goods, and software (selling commodities is a low priced crap-shoot).
</p><p><b>Series Installments:
</b></p><ol><li><a href="http://www.fedmarket.com/contractors/-The-Government-Has-All-of-the-Cards?cid=1420215938-83139_55565&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420215938-83139_55565&email=bug-zephyr@mit.edu">The Government Has All of the Cards</a>
</li><li><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Contracting:-It-is-Not-as-Bad-as-It-Appears-?cid=1420215938-83139_55565&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420215938-83139_55565&email=bug-zephyr@mit.edu">It's Not as Bad as it Appears</a>
</li><li> Trying to Become an Insider by Cold Calling is Expensive
</li><li> Insiders Use Their Contracts to Sell to More Customers
</li><li> Becoming an Insider Costs Time and Money
</li><li> Public Bids
</li><li> Incumbent Contractors Win Repeating Contracts
</li><li> Multiple Award Contracts, the Tidal Wave of the Future
</li><li> How Big and Important are MACs?
</li><li> GSA Schedules: The Biggest and Most Sought After MAC
</li><li> GSA Schedules are Expensive to Get and Not for Everyone
</li><li> The Subcontracting Channel
</li><li> Conclusion <br></li></ol><b></b><p align="center"><a href="http://www.fedmarket.com?cid=1420215938-83139_55565&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420215938-83139_55565&email=bug-zephyr@mit.edu">Fedmarket</a> <br>(888) 661-4094, Ext.2.</p>
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