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This book is intended to help both new and experienced federal contractors win contracts. Whether you are brand new or experienced in this field, you will find that you require certain tools and techniques to effectively market and sell to the federal government. I will describe the best practices you need to gain knowledge, gather information and develop relationships. These three areas are the keys to your Federal contracting success. The first two chapters outline what a contractor needs to know prior to marketing and selling to the Federal Government, while the subsequent chapters outline the marketing and sales techniques that will make you successful in the federal marketplace. This book contains much of the information necessary to help experienced and inexperienced federal contractors. The tools and techniques outlined in this book are often overlooked and some are never considered. The book will help to level the playing field if you are an inexperienced Government contractor. If you are an experienced contractor, this book will help you to “raise the bar” for your marketing and sales staff by providing what I consider the key marketing and sales techniques for the federal marketplace. It will help you to break down the barriers that are preventing you from entering the federal marketplace. I have worked in area of federal government acquisition for over thirty-two years and have institutional knowledge of the acquisition process from the inside. I have met with hundreds of contractors over my career. I have found the lack of marketing knowledge among some federal contractors is shocking. Over time, I have noticed that some contractors have been very successful marketing and selling to the federal government and other contractors have not. This book will outline the effective ways to market and sell to the federal government, including describing why some contractors are successful while others are not. I’ll get to the heart of the matter and present the marketing and selling techniques to guide you on a successful journey in the federal marketplace.
- Sales Rank: #568938 in Books
- Published on: 2015-04-02
- Original language: English
- Number of items: 1
- Dimensions: 9.21" h x .55" w x 6.14" l, .75 pounds
- Binding: Paperback
- 240 pages
About the Author
Brian Hebbel has been a federal government contracting official since 1983. He has procured billions of dollars of products and services for the federal government during his career. He has been in management positions for the majority of his career. He holds a Masters Degree from the Industrial College of the Armed Forces. He has been a presenter at numerous conferences. His passion is providing insight to federal contractors. He is the Past President of the National Contract Management Association Woodlawn Chapter.
Most helpful customer reviews
2 of 2 people found the following review helpful.
Great book about how to be successful selling to the ...
By Jerry G. Myers
Great book about how to be successful selling to the Federal agencies of the U.S. Government, especially, if you are a small to medium size company 8 (a) set aside or not. This book has provided me with several ideas on how to market my company to the Federal government, I hadn't thought of and knowledge about the information, I need to acquire in order be successful in the Federal marketplace. Knowledge is power!
1 of 1 people found the following review helpful.
Invaluable insights for new or established Federal contractors
By Jim Tyson
Finally, a book on selling to the Federal government written from the buyers' perspective.
I have been in this business on the contractor side for thirty years, I only wish I had this book when I was just getting started!
Plenty of "actionable intelligence" here - real, practical advice, and the unvarnished truth about both the challenges and the rewards of building a successful and respected government contracting business.
Here's a thank you to Mr. Hebbel for taking the time to share his deep experience.
0 of 0 people found the following review helpful.
Excellent reference and refresher
By Michael Akbar
Having been in the field of Federal business development for over 20 years I was curious to find out if there are secrets in Mr. Hebbel book that I was unaware of. I was pleasantly surprised. However for those new to the field I highly recommend to read and reread the criteria to meet when calling on federal clients. If you religiously apply those rules two things will happen, a) you will not waste time where you do not have a prayer, and b) those clients where you can meet the criteria you will do well.
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