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The Complete Idiot's Guide to Getting Government Contracts

Book Description

Inside strategies and tips for small businesses seeking government business.

This guide takes the small business owner through the different vehicles of the government procurement process, showing how the government selects a contract winner. It goes step-by-step from registration through the bidding process and beyond. And while the book is weighted to federal contracts, there is plenty of coverage on winning state and local contracts as well.

-- In 2006, small businesses won $77 billion in federal contracts

-- Slow economy forcing small businesses to procure more contracts, at all levels of government

-- Inside strategies and tips: a vast majority of small business owners know nothing about getting government contracts

Table of Contents

  1. Title Page
  2. Copyright Page
  3. Introduction
  4. Part 1 - What Successful Contractors Know
    1. Chapter 1 - Critical Elements of Success
    2. Chapter 2 - Taking the First Steps 2 Toward a Win
    3. Chapter 3 - Avoiding Ethical and 3 Legal Landmines
  5. Part 2 - The Government Contracting Landscape
    1. Chapter 4 - Collecting Important Market Data
    2. Chapter 5 - Understanding the Procurement Process
    3. Chapter 6 - Building a Winning Team
  6. Part 3 - Choosing Your Targets
    1. Chapter 7 - Targeting a Specific Customer
    2. Chapter 8 - Targeting a Specific Opportunity
    3. Chapter 9 - Spotlight on Small Businesses
    4. Chapter 10 - General Services Administration Schedule Contracts
  7. Part 4 - Kicking Off the Proposal Process
    1. Chapter 11 - The Strategy Behind Your Responses
    2. Chapter 12 - Proposal Management Documents
    3. Chapter 13 - Setting Up a Proposal Center
    4. Chapter 14 - Getting Down to the Business of a Response
  8. Part 5 - Creating a Winning Response by the Volumes
    1. Chapter 15 - Controlling Text Creation
    2. Chapter 16 - Creating Technical Volumes
    3. Chapter 17 - Creating Management Volumes
    4. Chapter 18 - Creating Cost/Price Volumes
    5. Chapter 19 - Clean-Up and Improvement Tasks
    6. Chapter 20 - Continuing to Market Your Business
  9. Part 6 - Starting and Remaining Strong After You Win (or Lose)
    1. Chapter 21 - Executing a Tight 21 Start-Up Plan
    2. Chapter 22 - Living Up to Your Promises
    3. Chapter 23 - Preparing for the Chapter 23 Recompetition
  10. Appendix A - Glossary
  11. Appendix B - Resources
  12. Appendix C - Sample Capture Plan
  13. Appendix D - Executive Summary Outline and Template
  14. Appendix E - Training Your Team
  15. Index