Selling to the Government

Selling to the Government PDF

Author: Mark Amtower

Publisher: John Wiley & Sons

Published: 2010-11-23

Total Pages: 261

ISBN-13: 0470933860

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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.

Selling to State and Local Government

Selling to State and Local Government PDF

Author: Charles A. Harris

Publisher:

Published: 2004-10-01

Total Pages: 144

ISBN-13: 9781418460723

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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.

We are Better Than this

We are Better Than this PDF

Author: Edward D. Kleinbard

Publisher: Oxford University Press, USA

Published: 2015

Total Pages: 545

ISBN-13: 019933224X

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"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"--

Seven Myths of Selling to Government

Seven Myths of Selling to Government PDF

Author: Lorin Bristow

Publisher: Galain Solutions, Incorporated

Published: 2010-12-30

Total Pages: 157

ISBN-13: 9780615423227

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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.

Selling to the Government

Selling to the Government PDF

Author: Mark Amtower

Publisher: John Wiley & Sons

Published: 2010-12-21

Total Pages: 261

ISBN-13: 047088133X

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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.

Start Grow Sell

Start Grow Sell PDF

Author: Tom Keith

Publisher:

Published: 2015-01-05

Total Pages: 378

ISBN-13: 9781506023540

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What You Can Expect:If you are reading this book, we assume you have already decided to start a government contracting business or have already started one, and you really want someone to tell you what to do next in simple terms and without a lot of fluff. This book is a primer - a general how-to book. We focus on the essentials and explain the steps you need to take, why you need to take those steps, and the order in which you should take them. Where applicable, we cite resource references and websites that provide more detail for people who want to dig deeper.Why We Wrote This Book:We started, own and co-own several businesses. Some are government contracting businesses, and we wish this book had existed when we started our first one. Such a book, with topics and sections specifically for government contractors, would have saved us a lot of time, energy and money. After talking to many new business owners, we recognized that they, too, wished for a book written by serial business starters, who could offer step-by-step procedures to follow and would share their lessons learned.We Love What We Do!We love the business world, but mostly, we love helping others start their own business, achieve their business and life goals, and eventually, write their own success stories. We hope that as you follow the steps in this book, you will be on the way to achieving your goals in business and life, too.

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