[197280] in Zephyr_Bugs
The Naked Truth: Insiders Use Their Contracts to Sell to More Customers
daemon@ATHENA.MIT.EDU (Fedmarket)
Thu Jan 8 11:42:54 2015
Message-Id: <E1Y9FM9-0003RO-N9@wrtmx03.wrtech.com>
Date: Thu, 08 Jan 2015 08:50:41 -0700
From: "Fedmarket"<noreply@wrtmx03.wrtech.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket"<noreply@wrtmx03.wrtech.com>
Content-type: text/html
Mime-Version: 1.0
<html>
<head>
<title>The Naked Truth: Insiders Use Their Contracts to Sell to More Customers</title>
<style type="text/css">
/* Client-specific Styles */
#outlook a{padding:0;} /* Force Outlook to provide a "view in browser" button. */
body{width:100% !important;} /* Force Hotmail to display emails at full width */
body{-webkit-text-size-adjust:none;} /* Prevent Webkit platforms from changing default text sizes. */
/* Reset Styles */
body{margin:0; padding:0;}
p { margin-bottom: 1em;}
ul { margin-bottom: 1em;}
ol { margin-bottom: 1em;}
</style>
</head>
<body>
<table style="BORDER-BOTTOM: #36393D 4px solid" cellspacing="0" cellpadding="0" width="700" align="center">
<tbody>
<tr>
<td style="PADDING-BOTTOM: 25px; PADDING-TOP: 5px" width="700">
<br /><span style="font-size: 11px;">Is this email not displaying correctly? <a href="http://www.fedmarket.com/article/free_content/1620?cid=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&email=bug-zephyr@mit.edu" target="_blank">View it in your browser</a>.</span><br /><br />
<table style="BORDER: #d6d6d6 1px solid;" cellspacing="0" cellpadding="0">
<tbody>
<tr>
<td align="center">
<span style="font-size: 11px;"><img src="http://c3042.r42.cf2.rackcdn.com/fmemaillogo.jpg" border="0" alt="Header image being blocked. If you wish to see this image, please allow images to be displayed from noreply@wrtmx03.wrtech.com"/></span><br /><br />
<table style="FONT-SIZE: 12px; COLOR: #343434; FONT-FAMILY: Tahoma, Geneva, sans-serif; TEXT-ALIGN: justify" cellspacing="0" cellpadding="0" width="700" border="0">
<tbody>
<tr>
<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: Insiders Use Their Contracts to Sell to More Customers</span></p></td><td align="right" valign="top" width="200">
<a href="http://www.facebook.com/Fedmarket" border="0" title="Visit us on Facebook"><img src="http://c3042.r42.cf2.rackcdn.com/facebook.png" border="0" alt="Facebook"></a> <a href="http://twitter.com/GSA_Tips" border="0" title="Follow us on Twitter"><img src="http://c3042.r42.cf2.rackcdn.com/twitter.png" border="0" alt="Twitter"></a> <a href="http://blog.fedmarket.com/" border="0" title="Fedmarket Blog"><img src="http://c3042.r42.cf2.rackcdn.com/blogger.png" border="0" alt="Fedmarket Blog"></a>
</td>
</tr>
<tr><td colspan="2"><hr size="1"></td></tr>
<tr>
<td style="PADDING-BOTTOM: 0px; PADDING-TOP: 20px; padding-left: 5px; padding-right: 5px;" colspan="2">
<table width="650" align="left">
<tr><td style="font-family: Tahoma, Geneva, sans-serif;font-size:13px">
<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> Insiders Use Their Contracts to Sell to More Customers </b></font></p><p>
Contractors sell while they work, particularly if the work has to be done at the federal agency (full or part-time). What better way for a federal customer to become familiar with you and your performance?
</p><p>Insiders rub elbows with buyers with new contract opportunities by lunching with their customers, their friends and colleges. "Joe is doing a great job for me on our new system."
</p><p>Product companies get to know their customers by installing and maintaining their product and providing customer service. And it helps if you have a quality product that works.
</p><p>You are paid to work, so selling while you work is close to zero cost. It's legal and you can make hay with onsite sales as long as you are careful.
</p><p>Meanwhile newcomers to the market are spending lots of money trying to get thru the inherent "glass wall."
</p>
<p>About Richard White
<br><a href="http://www.fedmarket.com/l/federal_sales_training/richard_white_bio/?cid=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&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=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&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=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&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=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&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=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&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=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&email=bug-zephyr@mit.edu">It's Not as Bad as it Appears</a>
</li><li> <a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Trying-to-Become-an-Insider-by-Cold-Calling-is-Expensive?cid=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&email=bug-zephyr@mit.edu">Trying to Become an Insider by Cold Calling is Expensive</a>
</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=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&email=bug-zephyr@mit.edu">Fedmarket</a> <br>(888) 661-4094, Ext.2.</p>
<br />
<a href="http://www.facebook.com/Fedmarket" border="0" title="Visit us on Facebook"><img src="http://c3042.r42.cf2.rackcdn.com/facebook.png" border="0" alt="Facebook"></a> <a href="http://twitter.com/GSA_Tips" border="0" title="Follow us on Twitter"><img src="http://c3042.r42.cf2.rackcdn.com/twitter.png" border="0" alt="Twitter"></a> <a href="http://blog.fedmarket.com/" border="0" title="Fedmarket Blog"><img src="http://c3042.r42.cf2.rackcdn.com/blogger.png" border="0" alt="Fedmarket Blog"></a>
<p align="justify" style="font-size:11px">
<em>
Please do not reply to this email. This mailbox is not monitored and you will not receive a response.<br /><br />
It is our policy never to send unwanted email messages. You were sent this
message because you previously registered at <a href="http://www.fedmarket.com?cid=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&email=bug-zephyr@mit.edu">fedmarket.com</a> or expressed an
interest in receiving information on public sector business opportunities.
If you wish to be removed from this email list, please send your request
and a copy of the original email to P.O. Box 6639, Ketchum, ID 83340
or for immediate removal follow this link:
<br><a href="http://www.fedmarket.com/remove/remove.php?remEmail=bug-zephyr@mit.edu&cid=1420731944-19407_55331&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1420731944-19407_55331&email=bug-zephyr@mit.edu">http://www.fedmarket.com/remove/remove.php?remEmail=bug-zephyr@mit.edu</a>
</em>
</p>
</td></tr>
</table>
</td>
</tr>
</tbody>
</table>
</td>
</tr>
</tbody>
</table>
</td>
</tr>
</tbody>
</table>
<br><img src="http://eml.fedmarket.com/eml/1420731944-19407_55331/bug-zephyr@mit.edu/" alt="Fedmarket.com">
</body>
</html>
