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3 Reasons September Rocks!

July 9th, 2018 ()

Getting set-up for September right now is critical to your success.  You can’t wait until August either because buyers start to disappear because the workload increases 50%.  By September, the workload increases 200% and they are totally slammed.  What happens when they get slammed?  The companies that they know get preferential treatment… 1) Shorter Timelines […]

Mythbuster: 3 Federal Blow-Offs

July 9th, 2018 ()

There are three major issues that I work with everyday to help break into the federal space.  The first, “I don’t know who to call”. That we solve with Market Essentials.  Second, “I can’t get through”. That we help with our Business Development services.  Third, “they tell me…” We list everything on FBO. BUSTED. Every […]

Under the Radar Contracts

May 7th, 2018 ()

According to Federal Procurement Data Systems (FPDS) from April 1, 2017 to April 1, 2018, 4,245,488 contracts were executed for $432,910,499,036.17. Only 81,783 solicitations hit FBO – that is 1.9% of all actions and GSA at around $30B represents 7.1% – Where are the rest? Yes, many contract actions are part of IDIQs and BPAs […]

Answering the Why…

April 3rd, 2018 ()

Why should federal decision-makers stop using someone they know and start using you? The fact is Federal decision-makers already have resources that are selling them the same products or services that you want to sell them.  Just because you show up doesn’t mean that you should win. Just because you’re an 8(a), Woman owned, HUBzone, […]

Get Shortlisted on GSA eBuy

February 1st, 2018 ()

GSA eBuy is for GSA schedule holders only, so if you don’t have a schedule, you are out of luck.  Even if you do have a schedule, some GSA eBuy quotes only go to a select few schedule holders.  Guess who decides which ones?  That’s right – the buyers and or program people.  Instead of digging for opportunities […]

3 Ways to Get Special Pricing From Manufacturers

February 1st, 2018 ()

Many manufacturers will provide special discounts for federal customers with whom they are trying to establish a foothold.  Sometimes these discounts can be so deep that the winning bid is less than your price from distribution or the manufacturer. The result – even if you go in really thin you still loose.  Now, you can […]

Want to Win? Become a Thought Leader.

February 1st, 2018 ()

GovBrief Procurement Briefings. Establishing yourself as a thought leader is a great way to get noticed.  In a LinkedIn study, 37% of program level decision makers and 41% of C-Level decision use the information provided by a thought leader when making a decision – this is HUGE. GovBrief taps into that important mindset and helps […]

Chinese-made Products and GSA

October 2nd, 2014 ()

Go to any Walmart, Costco, Best Buy or any major retail seller and you are going to find products made in China. Low manufacturing and labor costs: it’s simply cheaper to have goods produced there and then shipped all over the world. Many companies have gone to China as the best way to maintain their […]

TAA Compliance and What it Means for Your Federal Business

October 2nd, 2014 ()

What is TAA? TAA refers to the Trade Agreements Act of 1979, which impacts how the United States government does business with other countries–in effect, it actually implements provisions previously negotiated in the Trade Act of 1974. What is the purpose of TAA? Besides its most obvious purpose (implementation of the Trade Act) TAA is […]

GSA Contract Spending – Top 10 Tips for the Last 4 Weeks

September 16th, 2014 ()

Featured on “Driving GSA Sales” webinar series: Watch Now We are now down to the last days of fiscal year 2014 where every dollar needs to be spent by 11:59 Hawaiian time on September 30th. From here on out bids, quotes and RFPs will be quick turn – often less than 48 hours from time […]

List of GSA Schedules

September 6th, 2014 ()

What’s on the GSA menu? As of August 2014, here’s a list of all the schedules offered by the General Services Administration. Source: GSA eLibrary    

Federal Contractor Capabilities Statements that Get Results

March 10th, 2014 ()

An important part of communicating with contracting officers or any one dealing with acquisitions in the federal government is to have information relevant to them up front. Nothing does the job better than a company’s Capabilities Statement. Now, I’ve worked for almost half a decade contacting different agencies about vendors trying to get business from […]

The Key to Effective Communication? Know Thyself–and Others

March 5th, 2014 ()

George Bernard Shaw, famous playwright and Nobel Prize for Literature winner, once said, “The greatest problem with communication is the assumption that it has taken place.” How true. Communication is challenging because different people hear different things. You may think you are making yourself clear, but you run the risk of being misunderstood unless you […]

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