[198100] in Zephyr_Bugs
The Naked Truth: The Subcontracting Channel
daemon@ATHENA.MIT.EDU (Fedmarket)
Thu Mar 5 10:58:58 2015
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Date: Thu, 05 Mar 2015 08:49:36 -0700
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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: The Subcontracting Channel</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="000000"><font color="660000"><b>Installment 12 -
The Subcontracting Channel</b></font>
</font></p><p><font color="000000">Prime contractors' hold large multiple award contracts worth billions and in many cases use subcontractors for major portions of the contract work.
</font></p><p><font color="000000">Multiple award contract orders have unpredictable staffing requirements. Task orders can be costly to staff in-house and are more profitable and easier to perform with subcontractors.
</font></p><p><font color="000000">The prime contractor acts as a contract manger and administrator and takes an administrative fee and profit on their subcontracts. For large multi-purpose contracts, prime contractors could be viewed as service aggregators.
</font></p><p><font color="000000">About Richard White
<br><a href="http://www.fedmarket.com/l/federal_sales_training/richard_white_bio/?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">Richard White</a> has 45 years of experience in federal contracting and has published three books on federal contracting:
</font></p><ul><li><font color="660000"><b><font color="660000"><a href="http://www.fedmarket.com/article/free_content/587?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">ROLLING THE DICE IN DC How the Federal Sales Game is Really Played (2006)
</a></font></b></font></li><li><font color="660000"><b><font color="660000"><a href="http://www.fedmarket.com/article/free_content/588?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">GSA SCHEDULES The Shortest Path to Federal Sales Dollars (2008)
</a></font></b></font></li><li><font color="660000"><b><font color="660000"><a href="http://www.fedmarket.com/article/free_content/1039?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">CRACKING THE $500 BILLION FEDERAL MARKET The Small Business Guide to Federal Sales (2010)<br></a></font></b></font></li></ul><font color="660000"><b><font color="660000">
</font></b><font color="660000"><p><font color="000000">The three books are available for purchase through Amazon.com or complementary copies can be downloaded by clicking on the titles above.
</font></p><p><font color="000000">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.
</font></p><p><font color="000000">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).
</font></p><p><font color="000000">Series Installments:
</font></p><ol><li><font color="000000"><a href="http://www.fedmarket.com/contractors/-The-Government-Has-All-of-the-Cards?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">The Government Has All of the Cards</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Contracting:-It-is-Not-as-Bad-as-It-Appears-?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">It's Not as Bad as it Appears</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Trying-to-Become-an-Insider-by-Cold-Calling-is-Expensive?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">Trying to Become an Insider by Cold Calling is Expensive</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Insiders-Use-Their-Contracts-to-Sell-to-More-Customers-?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">Insiders Use Their Contracts to Sell to More Customers</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Becoming-an-Insider-Costs-Time-and-Money?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">Becoming an Insider Costs Time and Money</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Public-Bids?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">Public Bids</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Incumbent-Contractors-Win-Repeating-Contracts?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">Incumbent Contractors Win Repeating Contracts</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-Multiple-Award-Contracts,-the-Tidal-Wave-of-the-Future?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">Multiple Award Contracts, the Tidal Wave of the Future</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-How-Big-and-Important-are-MACs%3F?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">How Big and Important are MACs?</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-The-Biggest-and-Most-Sought-After-MAC?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">GSA Schedules: The Biggest and Most Sought After MAC</a></font>
</li><li><font color="000000"><a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-GSA-Schedules-are-Costly-and-Not-for-Everyone-?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">GSA Schedules are Expensive to Get and Not for Everyone</a>
</font></li><li><font color="000000"> The Subcontracting Channel
</font></li><li><font color="000000"> Conclusion <br></font></li></ol><p align="center"><a href="http://www.fedmarket.com?cid=1425570370-09377_36571&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1425570370-09377_36571&email=bug-zephyr@mit.edu">Fedmarket</a><font color="000000"> </font><br><font color="000000">(888) 661-4094, Ext.2.</font></p></font></font>
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