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sellng to the feds

Everything you need to know about landing government video contracts.

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  1. Introduction
  2. Marketing to the Government
    1. Know the Rules!
    2. Selling to the Feds
      1. Calendar Concerns
      2. Procurement Vehicles
      3. Getting to Know You
    3. The Three Rules of The New Government Contracting
  3. GSA Schedule Contracts
    1. Today GSA, Tomorrow the World
    2. Placing GSA Schedule Orders
    3. What GAO is Saying About Schedule Orders
    4. Incidentally Yours
    5. Leasing Nuts and Bolts
    6. Industrial Funding Fee Update
  4. BPAs and Getting Paid
    1. BPAs 101
      1. An Introduction to Blanket Purchase Agreements
      2. GSA Schedule BPAs
      3. BPAs and the Law
    2. Getting Paid
  5. Formal Competition
    1. The New Bid Protest and Debriefing Procedures
    2. Filing a Timely Protest
    3. Bid Protests: What Happens After Filing
  6. Small Business Contracting
    1. Certifiably Small
    2. Small Business Contracting With the Government
    3. Small Business Subcontracting
    4. HUBba HUBba
  7. Special Requirements
    1. Are You a Sub?
    2. Federal Acquisition of Foreign Products
    3. Record Retention
    4. Procurement Integrity
    5. A Necessary Distance
    6. Suspension and Debarment
    7. The Freedom of Information Act
  8. Federal Links


    Marketing to the Government

    There has never been a better time to sell to government customers. While the government market is still sufficiently different from the commercial sector to scare off some vendors from entering the government arena, the procurement laws and regulations have been reformed and relaxed to make it easier than ever for agencies to buy commercial goods and services.

    In years past, the acquisition regulations were designed to award contracts in as fair and equitable fashion as possible. Contract opportunities were first advertised and then competed. The process was regulated, even if the outcome was not, to ensure that as many contractors as possible had a fair shot at getting the award. The problem was that this regulated procurement process was slow and open to attack in the form of bid protests by vendors who lost the award to another.

    To remedy these problems, Congress enacted procurement reform legislation to streamline the purchase of commercial goods and services. The driving idea was to make it as easy for an agency to contract for stuff as it is for its large corporate counterparts in the commercial sector. Today, the emphasis has changed from fairness to making it easy for an agency to contract for its needs and wants.

    The articles in this chapter provide an overview of marketing to the government. ÒKnow the Rules!Ó was the first article I wrote for Government Video, and stresses the need to learn about the rules, regulations, and practices of government contracting. The next columns serve as a primer. ÒCongratulations! ItÕs an e-Buy!Ó summarizes GSAÕs most recent online marketing tool, while ÒWhy Companies Need a Core Government Sales GroupÓ helps you put government sales in perspective for your organization.

     




Copyright Andrew Mohr 2000. All Rights Reserved Disclaimer:
This information in this site is for informational purposes only. It is not legal advice and may not be relied upon. For legal advice about any of the topics discussed in this book, please seek the advice of legal counsel.