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How to Win Business From the Government: A Tactical Guide to Understanding the U.S. Federal Government Information Technology Marketplace

How to Win Business From the Government: A Tactical Guide to Understanding the U.S. Federal Government Information Technology Marketplace

by James Baker

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Dear Small Business Owner:
In today’s market, most companies or customers don’t really care about small businesses. They only care about your value to them! Many (not all) of the small business outreach services available to teach people about selling and marketing are done by people who are not qualified to give advice. Yes, there are many wonderful organizations with information about the government. However, there is one problem that runs through these organizations—many of the people behind the scenes, in both the public and private arenas, have literally never closed a deal, had a sales quota, or even marketed to the federal government.
Several years ago, I was on a panel at a big event in the D.C. Metro Area. As I met the other people on the panel, I heard them discuss what they were going to share with the audience of small business owners who had come to this seminar to learn how to market their services better. When it was my turn to speak to the panel, I asked how many of them had ever closed a deal in the federal government. After some harsh looks and eye rolling, the other panel members admitted they had never sold anything to the federal government. How amazing is this—a panel to give advice on doing business with the government and only one person (me) had ever sold anything to the feds. Unfortunately, this is not at all uncommon. There are many panels, discussions, conferences, and seminars that go on every day, handing out information that is not really useful.
At the turn of the century, I knew if I was going to exist and thrive in this market, then something had to change. So, I set out to learn the key differences between the companies (both large and small) that win in the $70 billion federal IT market and those that lose. I have had the opportunity over the last decade to interview some of the most successful business people in the marketplace as well as learn from some legendary business development people. This knowledge, coupled with the desire to share my findings with other small businesses, led to the writing of this book. Whether you are new to the government game or a seasoned pro, this book will give you insights on how to improve your approach to selling and marketing to the federal government.
The goal of this book is to teach 4 things that will help your company change how it goes after business in the federal market:
1. How to research the federal customer
2. How to build a qualified sales pipeline and execute a call plan
3. How to articulate your value proposition effectively
4. And ultimately, how to win new business
Over the last several years, I have given the “How to Win Business Seminar” to a variety of groups throughout the country. Their unanimous opinions were that this book contains excellent information in helping any technology company win new business. Some of the information in this book is a well-kept secret within the Capital Beltway that only the big guys know about. The difference between those who win and lose in the $70 billion federal information technology marketplace depends on preparation, focus,

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Product Details

BN ID: 2940014811279
Publisher: Bartleby Press
Publication date: 08/22/2012
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 128
File size: 795 KB

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