Selling to the Government: What It Takes to Compete and Win in the World's Largest MarketISBN: 978-0-470-88133-0
Hardcover
256 pages
December 2010
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Foreword Phil Bond xi
Preface xiii
Acknowledgments xix
Chapter 1 What It Takes to Play: Tips and Caveats for Chief Executive Officers, Boards, and Others Looking for Shortcuts 1
Chapter 2 How the Government Buys 19
Chapter 3 Determining Where You Fit: Prime Contractor, Subcontractor, GSA Schedule, Open Market, or All of the Above 35
Chapter 4 Infrastructure Issues: What Your Company Needs to Succeed 53
Chapter 5 Aligning Marketing, Sales, and Business Development 71
Chapter 6 The Power of Relationships 91
Chapter 7 The Myth of the Level Playing Field: How Small Businesses Can Play 107
Chapter 8 Differentiation is the Key 123
Chapter 9 Execution 137
Chapter 10 Building Momentum 143
Chapter 11 The Missing Link: Web 2.0 Tools 153
Chapter 12 Final Thoughts on Staying on Top of the Game and Becoming a Government Market Master 165
Appendix 1 Glossary of Common Government Terms 169
Appendix 2 Resources 207
Appendix 3 Advice from Industry Experts 211
About the Author 226
Index 227
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