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Author: Mark Amtower
Publisher: John Wiley & Sons
ISBN: 0470933860
Category : Business & Economics
Languages : en
Pages : 261
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Book Description
Learn the crucial ins and outs of the world’s largest market The U.S government market represents the largest single market—anywhere. Government contract tracking firm Onvia estimates that government business—federal, state, local, and education—represents better than 40 percent of the nation’s GDP. While anyone can play in this market, only those with the right preparation can win. Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts. • Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two • Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the government From the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.
Author: Mark Amtower
Publisher: John Wiley & Sons
ISBN: 0470933860
Category : Business & Economics
Languages : en
Pages : 261
Get Book
Book Description
Learn the crucial ins and outs of the world’s largest market The U.S government market represents the largest single market—anywhere. Government contract tracking firm Onvia estimates that government business—federal, state, local, and education—represents better than 40 percent of the nation’s GDP. While anyone can play in this market, only those with the right preparation can win. Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts. • Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two • Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the government From the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.
Author:
Publisher:
ISBN:
Category : Government purchasing
Languages : en
Pages : 16
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Book Description
Author: United States. Congress. Senate. Select Committee on Small Business
Publisher:
ISBN:
Category : Government purchasing
Languages : en
Pages : 12
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Book Description
Author: Charles A. Harris
Publisher:
ISBN: 9781418460723
Category : Business & Economics
Languages : en
Pages : 144
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Book Description
According to the U.S. Census Bureau, in 1996 the total direct expenditure for state and local governments in the United States was $1,247,435,978,000 (over $1.2 Trillion)! How much of that did your company receive? Written from the viewpoint of someone who has spent many years "on the other side of the table", Charlie takes you inside the government purchasing process. But more importantly, he takes you inside the minds of the government buyers. His insights into the motivation and perspective of the government officials you will deal with in a public sector sale are invaluable. Selling to State and Local Government is must read for sales professionals interested in entering the rewarding world of selling to state and local government.
Author: Gene Moran
Publisher:
ISBN: 9781951407049
Category :
Languages : en
Pages :
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Book Description
Author: Brian Hebbel
Publisher: Brian Hebbel
ISBN: 9780985454401
Category :
Languages : en
Pages : 240
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Book Description
This book is intended to help both new and experienced federal contractors win contracts. Whether you are brand new or experienced in this field, you will find that you require certain tools and techniques to effectively market and sell to the federal government. I will describe the best practices you need to gain knowledge, gather information and develop relationships. These three areas are the keys to your Federal contracting success. The first two chapters outline what a contractor needs to know prior to marketing and selling to the Federal Government, while the subsequent chapters outline the marketing and sales techniques that will make you successful in the federal marketplace. This book contains much of the information necessary to help experienced and inexperienced federal contractors. The tools and techniques outlined in this book are often overlooked and some are never considered. The book will help to level the playing field if you are an inexperienced Government contractor. If you are an experienced contractor, this book will help you to "raise the bar" for your marketing and sales staff by providing what I consider the key marketing and sales techniques for the federal marketplace. It will help you to break down the barriers that are preventing you from entering the federal marketplace. I have worked in area of federal government acquisition for over thirty-two years and have institutional knowledge of the acquisition process from the inside. I have met with hundreds of contractors over my career. I have found the lack of marketing knowledge among some federal contractors is shocking. Over time, I have noticed that some contractors have been very successful marketing and selling to the federal government and other contractors have not. This book will outline the effective ways to market and sell to the federal government, including describing why some contractors are successful while others are not. I'll get to the heart of the matter and present the marketing and selling techniques to guide you on a successful journey in the federal marketplace.
Author: Edward D. Kleinbard
Publisher: Oxford University Press, USA
ISBN: 019933224X
Category : Business & Economics
Languages : en
Pages : 545
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Book Description
"A book which examines how government - which is to say, all of us, acting collectively - can make our country healthier, wealthier and happier, if we put government to useful work in those areas where it most productively complements our private markets"--
Author: David Osborne
Publisher: Penguin
ISBN: 0452269423
Category : Political Science
Languages : en
Pages : 433
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Book Description
"A landmark in the debate on the future of public policy."—The Washington Post.
Author: Lorin Bristow
Publisher: Galain Solutions, Incorporated
ISBN: 9780615423227
Category :
Languages : en
Pages : 157
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Book Description
Government is the new growth market. B-to-B sales techniques just don't work. Learn the new rules for selling to all levels of government. This year, local, state, and federal governments will spend trillions of dollars on all sorts of goods and services. Don't miss out on your share of the pie. This practical how-to book will reveal secrets of star sales performers, showing you what really drives success in selling to local, state, and federal governments. Not a traditional "heavy" book on how to write proposals or access contract vehicles, Seven Myths is a lively, engaging, and sometimes irreverent resource geared directly to salespeople. It is derived from the authors' many years of experience selling millions of dollars in products and services to government agencies. Whether you are new to government sales, or a seasoned pro, you'll benefit from applying the lessons learned from this one-of-a-kind book, Seven Myths of Selling to Government.
Author: Mark Amtower
Publisher: John Wiley & Sons
ISBN: 047088133X
Category : Business & Economics
Languages : en
Pages : 261
Get Book
Book Description
Learn the crucial ins and outs of the world’s largest market The U.S government market represents the largest single market—anywhere. Government contract tracking firm Onvia estimates that government business—federal, state, local, and education—represents better than 40 percent of the nation’s GDP. While anyone can play in this market, only those with the right preparation can win. Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts. • Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two • Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the government From the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.
