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GRAB THE FEDERAL CONTRACTING APPLE, a four book, 10 secret series on government contracting.

By Richard White

Finding success in federal contracting can seem impossible to a startup or small business with no experience in the federal world. Insiders use their direct federal contracts to win more contracts with little to no investment. How can a startup compete?

You will learn how to win contracts and grow your federal contracting business.  Use the 10 secrets revealed in each of the four books to grow your government business.  Use the 10 secrets revealed in each of the four books to grow your government business.

Book 1: 10 Secrets to Win with a GSA Schedule - Government agencies cannot operate without a way to buy quickly and efficiently. The goal is to buy in the same way as commercial companies. But competition is still required under public procurement laws, and this muddies the waters. GSA is the most widely-used purchasing vehicle in the federal government. Annual sales are around $50 billion, and only companies with Schedule awards receive a constant stream of bidding opportunities.

Richard White, a successful federal contractor and business owner, has spent over 35 years in the federal market and knows all about GSA Schedules and how you can leverage your small business once you get on one of the many GSA Schedules available.

GSA Schedules are the key to doing business with the federal government. Prices are pre-negotiated with the company, and the company is then awarded an unfunded contract. As a result, Schedule contracts have been deemed as competitive buying mechanisms under Federal Acquisition Regulations (FAR) and are the preferred way for many agencies to purchase goods and services. They are the answer for both government buyers and vendors, which means it's becoming increasingly difficult to do government business without them. State and local governments can also use GSA Schedules to purchase quickly and are using Schedules more and more every day. You will learn about GSA Schedules using the 10 secrets revealed in this book, which include:

  • Why GSA Schedules are the best IDIQs for small business
  • How pre-approved pricing makes Schedules the purchasing method of choice
  • If Schedules are right for your small business
  • How Schedules smooth the way to federal relationships.

By following the 10 secrets, you will be able to find the GSA Schedule that is right for you, and maximize your chances of selling your products and services to the federal government and beyond.

Book 2: 10 Secrets to Writing Winning Proposals - Writing winning federal proposals requires a rigid, structured business process to ensure (1) proposal compliance and (2) content that provides precisely what the government wants. Here's why: The federal government has all of the cards in the federal contracting game. Agencies present exactly what they want in an RFP, even though you may believe it isn't what they need or should have.

RFPs present what the government wants and presenting anything different usually results in a losing proposal. By not providing every requirement down to the minutest of details, you give the government the opportunity to reject your proposal and speed up their evaluation process.

Richard White, a successful federal contractor and business owner, has spent over 35 years in the federal market and knows all about RFPs and writing compliant proposals, so you can compete in the competitive federal contracting world. RFPs state how they want the proposal organized, exactly what sections they want and what they want you to write in each "scorable" section. Anything beyond what they want - e.g., self-serving statements, unsubstantiated claims, and more sophisticated solutions than requested - results in "down scoring."

If you have tried and failed with proposal writing, the 10 secrets revealed in this book will guide you in the process of writing winning proposals, which include:

  • The importance of deconstructing the RFP
  • How to organize your proposal
  • How to create Win Themes
  • How to build a Proposal Library to save time and effort.

By following the 10 secrets, you will learn the art and the science of proposal writing and maximize your chances of selling your products and services to the federal government and beyond.

Book 3: 10 Secrets to Grow Your Start Up - Finding success in federal contracting can seem impossible to a startup or small business with no experience in the federal world. Insiders use their direct federal contracts to win more contracts with little to no investment. How can a startup compete?

Richard White, a successful federal contractor and business owner, has spent over 35 years in the federal market and knows how small businesses can worm their way into winning federal contracts.

You will learn how to win that first seed contract and grow your federal contracting business using the 10 secrets revealed in this book, which include:

  • How to win IDIQ contracts and use them to build your startup into a successful federal prime contractor
  • How to win GSA Schedules – the best of all IDIQ contracts
  • How to selectively bid on IDIQ Task Orders to increase your win capabilities
  • How to use stellar performance on your first contract to ingratiate your company with the buyer and build trust to win more contracts.

By following the 10 secrets, you will be able to make smart bid decisions and minimize the amount of investment needed to score big in federal contracting.

Book 4: 10 Secrets to SBA Preference Programs - Small business set-asides abound in all federal procurement opportunities including single award solicitations, IDIQ solicitations, and GSA Schedule solicitations. Federal agencies do care about small businesses but, at the same time, they generally prefer large businesses. They have this mistaken belief that large businesses reduce their risk. They temper their guilt about favoring the big guys by citing the small business set-aside program.

Richard White, a successful federal contractor and business owner, has spent over 35 years in the federal market and knows all about the federal small business set-aside program and how you can leverage your small business status once you qualify.

You will learn about the SBA small business preference programs using the 10 secrets revealed in this book, which include:

  • Alaska Native Corporations
  • Service-Disabled Veteran-Owned Small Businesses
  • HUBZone Preferences
  • 8(a) Small Disadvantaged Businesses
  • Woman Owned Small Businesses.

Just being a small business allows you to bid on small business set-asides. For some of these set-asides, you can self-certify your business and be on your way to bidding on federal contracts with less competition and higher odds of winning. By following the 10 secrets, you will be able to find the small business set-aside program that you qualify for and maximize your chances of winning that first federal contract in an increasingly competitive market.