[198208] in Zephyr_Bugs
The Naked Truth: Conclusion
daemon@ATHENA.MIT.EDU (Fedmarket)
Thu Mar 12 12:59:14 2015
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Date: Thu, 12 Mar 2015 08:49:02 -0700
From: "Fedmarket"<noreply@wrtmx03.wrtech.com>
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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: Conclusion</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 13 -
Conclusion</b></font>
</font></p><p><font color="000000"><i>You must have a relationship to sell in the market; new people hit a glass wall when cold calling without an introduction. </i>
</font></p><p><font color="000000">The intense competition in the market and risk aversion cause buyers to not accept cold calls unless there are extenuating circumstances, such as - you are IBM, or you have a unique solution or product known to the buyer.
</font></p><p><font color="000000"><i>Work through your network and if you don't have one build one.</i>
</font></p><p><font color="000000"><br><a href="http://www.fedmarket.com/l/federal_sales_training/richard_white_bio/?cid=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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"><font color="660000"><a href="http://www.fedmarket.com/article/free_content/587?cid=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&email=bug-zephyr@mit.edu">ROLLING THE DICE IN DC How the Federal Sales Game is Really Played (2006)
</a></font></font></li><li><font color="660000"><font color="660000"><a href="http://www.fedmarket.com/article/free_content/588?cid=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&email=bug-zephyr@mit.edu">GSA SCHEDULES The Shortest Path to Federal Sales Dollars (2008)
</a></font></font></li><li><font color="660000"><font color="660000"><a href="http://www.fedmarket.com/article/free_content/1039?cid=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&email=bug-zephyr@mit.edu">CRACKING THE $500 BILLION FEDERAL MARKET The Small Business Guide to Federal Sales (2010)<br></a></font></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><b><font color="000000">Series Installments:
</font></b></p><ol><li><font color="000000"><a href="http://www.fedmarket.com/contractors/-The-Government-Has-All-of-the-Cards?cid=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&email=bug-zephyr@mit.edu">GSA Schedules are Expensive to Get and Not for Everyone</a>
</font></li><li><font color="000000"> <a href="http://www.fedmarket.com/contractors/The-Naked-Truth:-The-Subcontracting-Channel?cid=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&email=bug-zephyr@mit.edu">The Subcontracting Channel</a>
</font></li><li><font color="000000"> Conclusion <br></font></li></ol><p align="center"><a href="http://www.fedmarket.com?cid=1426175140-1658_36330&utm_source=fmk_opens&utm_medium=email&utm_term=Generic+Federal Sales Newsletter&utm_campaign=1426175140-1658_36330&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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