[63648] in Zephyr_Bugs
Federal Sales: Real versus Bureaucratic Requirements
daemon@ATHENA.MIT.EDU (Fedmarket)
Mon Aug 21 03:33:18 2006
Date: Mon, 21 Aug 2006 00:43:05 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<b>Welcome to our series called "Federal Sales." This newsletter is the seventeenth installment in a series of email newsletters about current topics relating to Federal Sales.
This series joins our other popular newsletters; "Proposal Writing" and "GSA Schedules" in a weekly rotation.</b></font><br>
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<p><font face="Courier New, Courier, mono" size="2"><b>Installment 17 - Real versus Bureaucratic Requirements</b></font> <br><hr>
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<p>When selling solutions to federal buyers, you must recognize the difference between bureaucratic and real requirements. Keep in mind that the bureaucracy may not see the solution as you do. In the alternative, the end user might agree with you about the real problem but have his or her hands tied by the bureaucracy.
<p>You may think you have the answer to the federal government's prayer and your solution may, in fact, solve a real problem. Unfortunately, the government's priorities are often not aligned with reality and they aren't really looking for any solutions. The government buyers have thousands of vendors pounding on their door. Their perception of a problem may be different from yours and how they perceive their problems is not always rational. Companies can spend years beating their heads against the bureaucratic wall trying to sell their miraculous solution when, in fact, they never actually had a chance because they were out of step with bureaucratic priorities.
<p>Suppose that you sell an improved flax vest or Humvee armor. It is reasonable to think that you have a solution for soldiers on the firing line in Iraq. Furthermore, your solution would solve a real problem. But what if the bureaucracy does not recognize the problem and has different priorities. The problem may go away before you make a sale to the Department of Defense. So, it's important to recognize the difference between real needs and bureaucratic needs. The real needs may not be recognized by the bureaucracy and you may have to wait for the bureaucracy to catch up to reality, if ever.
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<p align="center"><font face="Courier New, Courier, mono"><b>Federal Sales 101: Winning Government Business</b></font>
<p align="center"><font color="#0000A0" face="Courier New, Courier, mono"><b><font size="3">Attend the class so many people are talking about - <br> and learn the truth about government sales.</font></b><br>
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<p><font face="Courier New, Courier, mono" size="2"> <a href = "http://www.fedmarket.com/seminars/federal-sales-101.shtml"><b>Federal Sales 101</b></a> </b>is led by Federal Sales Academy Director and "On the Sales Firing Line" columnist, Eileen Kent.
This introduction to federal sales course will put managers and sales people on the right path to establishing immediate relationships and closing government business.</font>
<p><font face="Courier New, Courier, mono" size="2">The class will cover why it is so difficult to get into the federal marketplace and present a realistic view of how long it will take to get an order. Eileen will also discuss what it's like to work for the federal government and how you will utilize the federal employee's personal goals to sell to them directly.</font>
<p><font face="Courier New, Courier, mono" size="2"><b>Overview </b>of <a href = "http://www.fedmarket.com/seminars/federal-sales101.shtml"><b>Federal Sales 101: Winning Government Business</a></b> </font>
<p><font face="Courier New, Courier, mono" size="2"><b>Price:</b> </font> <font face="Courier New, Courier, mono" size="2">
$500 per person</font>
<p><font face="Courier New, Courier, mono" size="2"> This class is offered in Bethesda, Maryland, Chicago, Illinois and Las Vegas, Nevada.
Visit our <a href = "http://www.fedmarket.com/calendar/index.php">calendar</a> for dates and location details.
<p><b><font face="Courier New, Courier, mono" size="2">Stop spinning your wheels - Start down the right path - Sign Up for "Federal Sales 101" today.</font></b>
<p align="center"><font face="Courier New, Courier, mono" size="2" color="#FF0000"><b><font color="#0000A0">Register
Online</font></b></font> - <a href ="http://www.fedmarket.com/catalog/product_info.php?cPath=22&products_id=29"><b><font face="Courier New, Courier, mono" size="2">Click
Here</font></b></a>
<p align="center"><font face="Courier New, Courier, mono" size="2" color="#FF0000"><b><font color="#0000A0">Questions? Call 888-661-4094 ext 8. </font></b></font><font face="Courier New, Courier, mono" size="2">
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<p><b>For more information on federal sales download the following White Papers:</b>
<DIV align=center>
<P><IMG height=56 src="http://www.fedmarket.com/images/whitepaper.jpg" width=72> <FONT
color=#0000a0><B><FONT face="Courier New, Courier, mono" color=#000000
size=2> <A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=entering">So You Have Decided to Enter the Federal Market, Now What</a>
By Richard White</FONT><FONT color=#000000><br>
<FONT face="Courier New, Courier, mono" color=#000000
size=2><A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=training">Developing a Trained Federal Sales Team</a>
By Eileen Kent</FONT><FONT color=#000000><br>
<FONT face="Courier New, Courier, mono" color=#000000
size=2><A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=winning">Secret to Winning Federal Contracts</a>
By Matt Hankes</FONT><FONT color=#000000><br></font></font>
</FONT></B></FONT></P></DIV><hr>
<p><font face="Courier New, Courier, mono" size="2">If you need help with any
other product sales, call or write as follows: (888) 661-4094 ext 8 for <a href="mailto:">sales@fedmarket.com</a>.
</font>
<p><font face="Courier New, Courier, mono" size="2">Regards, <br>
Richard White<br>
President <br><a href = "http://www.fedmarket.com">Fedmarket.com </a><br>
<a href = "http://www.fedmarket.com/seminars/academy-index.shtml">The Federal Sales Academy</a> <br>
<a href = "mailto:"><b>rwhite@fedmarket.com </b></a><br>
(301) 652 - 9504 EXT. 18 (office)<br>
(301) 908-0546 (cell) </font>
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