A 13-part installment series.
Richard White explains how federal sales are really transacted. 

Installment 3 - Trying to Become an Insider by Cold Calling is Expensive

They don't really want new contractors and there is too much competition.

They want to know who they are doing business with and have confidence that they will perform and know how to play the paperwork game.

So how do they accomplish this without taking sales calls?

• By getting referrals to buyers from other federal buyers.
• Asking their colleagues who they are contracting with.
• Taking calls from prime contractors (the ultimate insiders) and favoring them in many ways.

None of these things happen without having contracts or relationships with buyers.

Contracts beget more contracts.

About Richard White
Richard White has 45 years of experience in federal contracting and has published three books on federal contracting:

• ROLLING THE DICE IN DC How the Federal Sales Game is Really Played (2006)
• GSA SCHEDULES The Shortest Path to Federal Sales Dollars (2008)
• CRACKING THE $500 BILLION FEDERAL MARKET The Small Business Guide to Federal Sales (2010)
  

The three books are available for purchase through Amazon.com or complementary copies can be downloaded by clicking on the titles above.

The books attempted to inform readers about how the federal sales game is played in the trenches. They present "how-to" information, the information is still relevant, not much has changed in government contracting over the years.

Like the earlier books, this installment series is focused on selling services and complex hard goods, and software (selling commodities is a low priced crap-shoot).

Series Installments:

1. The Government Has All of the Cards
2. It's Not as Bad as it Appears
3. Trying to Become an Insider by Cold Calling is Expensive
4. Insiders Use Their Contracts to Sell to More Customers
5. Becoming an Insider Costs Time and Money
6. Public Bids
7. Incumbent Contractors Win Repeating Contracts
8. Multiple Award Contracts, the Tidal Wave of the Future
9. How Big and Important are MACs?
10. GSA Schedules: The Biggest and Most Sought After MAC
11. GSA Schedules are Expensive to Get and Not for Everyone
12. The Subcontracting Channel
13. Conclusion 
    

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