Selling to the Government: What It Takes to Compete and Win in the World's Largest Market Review

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(More customer reviews)This book is one of the best books I have read about federal sales and marketing; in fact, in anticipation of its release I actually pre-ordered a copy. As a consultant and trainer with over 25 years of government logistics, contracting, and sales & marketing experience, I find this book to be an accurate and informative guide to companies that are new to the federal marketplace, as well as for those that are currently selling in the federal marketplace. Each chapter is full of detailed information and steps to successfull federal business development, and ends with a comprehensive checklist of things to do (each checklist is "spot-on"!). Real life stories and experiences by the author, industry experts and successful company leaders make this a must have for any company that wants to strategically grow their federal sales business. Also the 36 page glossary of terms is a gem all by its self, as it describes commonly used government sales, contracting and marketing terms and acronyms that can overwhelm a federal busines novice. I only have a few books about government sales on my bookshelf and I have two of Mark Amtower's.
Deborah Peyton, President, Fedmed Sales Consulting, LLC ([...])

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Learn the crucial ins and outs of the world's largest marketThe 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 governmentFrom 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.

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