Fedmarket Releases New eBook: Government Contracting for Donkeys
Fedmarket recently released a complimentary eBook titled “Government Contracting for Donkeys.” Using a popular card game as a metaphor the new eBook provides practical how to information for companies considering entry to the government contracting market.
Bethesda, MD, April 08, 2012 --(PR.com)-- In the introduction Richard White states that in certain card games donkeys are inexperienced players who think they know how to play the game.
Government contracting donkeys think they know how the contracting game is played in the trenches but don't. They may be effective players in the commercial market but the government market has fundamental aspects that can only be understood by actually selling in the market. A company’s first step to winning government contracts is recognizing that the company may be a donkey.
The eBook presents practical information on winning government contracts including how to:
• Understand the degree of competition in the market
• Understand how government buyers think
• Find sales opportunities
• Decide when to bid and not to bid
• Unravel government red tape
The federal market is highly competitive and insiders dominate it. But once a company manages to get in the market, the federal customers tend to be risk-averse and will come back to a solid performer over and over.
Federal buyers are turning to multiple-award contracts to relieve the red tape burden and the time required to purchase using single-requirement public bids. Yet having a multiple award contract is not enough—you have to have an aggressive sales program.
A lot of the competition that newcomers to the market encounter is not real competition but rather the appearance of competition. The federal buyers have someone in mind but you just don’t know it.
The author's hope is that by reading the eBook companies will better understand the up and downsides of government contracting and will be able to make informed decisions on market entry.
To download your complimentary copy of “Government Contracting for Donkeys” visit http://www.fedmarket.com
Government contracting donkeys think they know how the contracting game is played in the trenches but don't. They may be effective players in the commercial market but the government market has fundamental aspects that can only be understood by actually selling in the market. A company’s first step to winning government contracts is recognizing that the company may be a donkey.
The eBook presents practical information on winning government contracts including how to:
• Understand the degree of competition in the market
• Understand how government buyers think
• Find sales opportunities
• Decide when to bid and not to bid
• Unravel government red tape
The federal market is highly competitive and insiders dominate it. But once a company manages to get in the market, the federal customers tend to be risk-averse and will come back to a solid performer over and over.
Federal buyers are turning to multiple-award contracts to relieve the red tape burden and the time required to purchase using single-requirement public bids. Yet having a multiple award contract is not enough—you have to have an aggressive sales program.
A lot of the competition that newcomers to the market encounter is not real competition but rather the appearance of competition. The federal buyers have someone in mind but you just don’t know it.
The author's hope is that by reading the eBook companies will better understand the up and downsides of government contracting and will be able to make informed decisions on market entry.
To download your complimentary copy of “Government Contracting for Donkeys” visit http://www.fedmarket.com
Contact
Fedmarket.com
Richard White
301-652-9504
www.fedmarket.com
Richard White
301-652-9504
www.fedmarket.com
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