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Welcome to our series called "Federal Sales." This newsletter is the latest installment in a series of rotating weekly email newsletters about GSA Schedules, Proposal Writing, and Federal Sales.
Installment 113 - The Thick Wall
Establishing relationships with federal customers can be a long, arduous
process that can often take a year or more. The federal end user's job
depends on the vendors he chooses and, as a result, the end user is often
averse to taking a risk with an unproven vendor.
Unfortunately, there's no magic bullet or shortcut that makes the
endeavor easier. Use any federal relationship that you have and, if
none exist, make repeated cold calls until you get in the door. Consider
leveraging relationships you have with federal prime contractors to
sell your services to them as a subcontractor. If you don't have such
relationships, make the same cold calls until you have established contact.
You have to be willing to make the investment to get through the glass
wall. The federal sales cycle is long, but persistence and focused, direct
sales efforts pay off in the long run. You become an insider when you
win your first contract. Once you have achieved that status, it can be
used to leverage sales growth.
Fedmarket's GSA Proposal eLab can help you complete your GSA proposal in three days.
Fedmarket's back-to-back courses for government sales are coming to Chicago, IL, March 25-26, 2010.
Call Fedmarket's sales staff at 301 652 9504 and press 2 if you have questions concerning these or any other products or services Fedmarket offers.
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New: Fedmarket's GSA eLab now provides a complete GSA solution, including a Contract Management Component and a GSA Schedule Sales Component.
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Call 301 652 9504, press 2
Federal Sales 101: "Winning Government Business" will teach you the secrets to successfully winning the deal and the keys to following the protocols of the contracting officers and determining the needs of your government customers.
Writing & Managing Winning Proposals will help you write a winning proposal for an opportunity you already SOLD to the government.
Call 301 652 9504, press 2, for more information or to register today.
Richard White
President
Fedmarket.com
rwhite@thefederalmarketplace.com
301 652 9504 Ext. 118 (office)
301 908 0546 (cell)
For inquiries, call 301
652 9504; press 2.
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