Fedmarket recently released a complimentary eBook titled “Government Contracting for Donkeys.” Using poker as a metaphor the new eBook provides practical how to information for companies considering entry to the government contracting market. In the introduction Richard White states that in poker donkeys are inexperienced players who think they know how to play the game. [...]
Federal spending on contracting is down causing many companies to be cautious about entering the federal market. Caution may be in order but the market will be back. Lead times in the federal market can range for 6 months to two years. For example, obtaining a GSA schedule to become a vendor with pre-approved prices [...]
The first step to success in proposal writing is to realize that you must have experience to write winning proposals. Otherwise you must hire someone who has paid their proposal writing dues. Companies new to the market usually don’t have a clue about how to write winning proposals because it is like riding a bike–you [...]
The government spends millions every single day and it buys everything under the sun. Start now and have a federal sales plan in place for the government’s 4th quarter, July through September. During this period, government buyers have one goal – – to spend their budgeted dollars. We call this the “Use It or Lose [...]
You will not succeed in the proposal game without a proven, professional proposal writer. At times a customer-based senior person, or a budding creative talent, can serve as the Proposal Manger. In professional service companies a Proposal Manager is often a partner or a vice president. The creative writing talent is grown in-house from the [...]
In March 2012 the Small Business Administration (SBA) increased the Small Business size Standards for engineering and technical service companies to $ 14 million average annual revenues for the past three fiscal years. The new size standards opens the federal small business set-aside market to thousands of companies. Engineering and technical services companies new to [...]
No one really knows but most people emerged in federal contracting think that the end of the fiscal year buying season is going to be even later this year. It may be too late already to receive a GSA schedule award by August or September but you have to start at some point. As a [...]
Will the debacle at GSA cause vendors to shy away from getting a GSA schedule? Or is the old fashioned RFP process so cumbersome vendors will continue to pursue a GSA award? Thoughts??
To take a page from Bill Clinton, in government proposal writing, it’s the outline stupid. Remember writing 101 for your younger days? The secret to government proposal writing is dissecting the RFP sentence-by-sentence into a comprehensive and detailed outline at the onset of a proposal writing project. Anything less is a short cut with the [...]
