Government Procurement

Different sales methodologies have been rolling around in my head lately as I have been thinking about how technology manufacturers should best focus their efforts in the government sector.

Budget Approval through Notice to Proceed
This is the fourth and final in a series of articles on the advantages of starting early in the procurement process.  In previous months, I showed the advantages of starting early in procurement cycle to maximize the probability of a win for your company.

This is the third in a series of articles on the advantages of starting early in the procurement process. In June, I showed the advantages of starting early in procurement cycle to maximize the probability of a win for your company.

Last month, I wrote on the advantages of starting early in procurement cycle to maximize the probability of a win for your company. I promised to discuss, in a later paper, the seven important steps in the procurement process, and how your company can legally and ethically influence the selection process.

Every proposal professional should understand the process used by the Government in preparing the Business Cases for their projects. The article presented below was written to provide tips to agencies on how to do a better job of preparing their business cases.

Many proposal and business development professionals not only respond to RFPs but also assist the customer in developing RFPs. I gave a presentation on the subject of the perfect RFP recently to the Chattahoochee Chapter of the APMP in the Atlanta, Georgia area. Following below is a condensed version of my presentation.