| Chapter 1 | The Best Offense is a Good Defense | 09 |
| Chapter 2 | Make the World's Biggest Customer Your Own | 11 |
| Chapter 3 | Market Research in the Federal Sector | 15 |
| Chapter 4 | Become an Insider in the Federal Market | 17 |
| Chapter 5 | Competition and Price Sensitivity in the Federal Market | 19 |
| Chapter 6 | Are Federal Bids Wired? | 21 |
| Chapter 7 | Fundamentals of Federal Contracting | 23 |
| Chapter 8 | Making a Federal Sale | 25 |
| Chapter 9 | Closing a Federal Sale | 29 |
| Chapter 10 | Start with the Credit Card and Quick Buy Markets for
Smaller Transactions | 31 |
| Chapter 11 | Consider Starting as a Subcontractor to a Prime | 35 |
| Chapter 12 | Selling Directly to Prime Contractors | 37 |
| Chapter 13 | Pre-approved Government Price List | 41 |
| Chapter 14 | Getting a Pre-approved Federal Price List for
Your Company | 45 |
| Chapter 15 | Small Business Preference Programs | 47 |
| Chapter 16 | Distinguishing Messages Win in the Federal Market | 49 |
| Chapter 17 | Selling to Federal Agencies Located in Your Backyard | 53 |
| Chapter 18 | Getting Started in Federal Sales | 57 |
| Chapter 19 | Don't Get Caught Up in Red Tape | 59 |
| Chapter 20 | Steps to Take After Winning Your First Federal Contract | 61 |
| Chapter 21 | Learn How to Write Federal Proposals | 63 |
| Chapter 22 | Prosper in the Federal Market | 65 |
| | | |
| Appendix A | Finding Federal End Users Who Buy What You Sell | 67 |
| Appendix B | The People in the Federal Sales Process and
Their Motivations | 71 |
| Appendix C | GSA Schedules - A Vendor's Path to Federal Sales | 75 |
| Appendix D | More on Proposal Writing | 79 |
