Up until the actual close of a sale, selling in the federal market is essentially the same as selling in the commercial market. You have to find out who buys what you sell, knock on their door, be prepared for rejection if you are unknown to the federal buyers, and then find a way to get around their resistance to newcomers. In the federal market, as in the commercial market, businesses must sell to the end users of the product or service they offer. The difference with the federal market is that it is critical that you have a way to close the sale.

Learn more, join government contracting guru, Richard White, for an in-depth session on selling to the government. You'll get the facts, non fiction, on what really goes on between buyers, vendors and end-users.

Federal Sales 101: Winning Government Business
Click here for dates, location and registration.

Your representative in Congress and Small Business Administration (SBA) staff may be marginally helpful in assisting you to win federal business. However, the bottom line is that your company will only win federal contract dollars if it puts an emphasis on direct and focused sales efforts. Relying on others to sell for you usually results in the delusion that your business is on its way to a sale when, in fact, it may be spinning its wheels.

For more information of to register by phone call 888 661 4094, Ext. 2.

Visit Fedmarket