Book description
Unlock the Door to the Federal IT MarketplaceHere's your key to selling IT goods and services to the government. David Perera and Steve Charles present the ins and outs of successfully competing for—and winning—a share of the tens of billions of dollars the federal government spends each year on IT. Getting a piece of that business is not easy—it takes accurate knowledge of systems and procedures, as well as sharp insight into the structure and details of government procurement.
The Inside Guide to the Federal IT Market penetrates the haze of jargon and apparent complexity to reveal the inner workings of the IT contracting process. Whether you're just setting out or seek a bigger share, this comprehensive book provides valuable information you can put to immediate use. The Inside Guide to the Federal IT Market covers:
• Technology standards
• Basic contracting concepts
• Advanced contracting concepts, such as getting on and staying on the GSA schedules
• The effect of the federal budget process on the sales cycle
• What you need to know about ethics to earn business fairly, without avoidable delays and hassle
This book's focus on the IT market makes it a unique reference on federal procurement for private companies. Government procurement personnel will also find the depth and breadth of coverage useful in reviewing and evaluating IT offerings.
Table of contents
- Cover
- Title Page
- Copyright
- About the Authors
- Contents
- Foreword
- Preface
- Acknowledgments
- Chapter 1 The Ecosystem
- Chapter 2 Strictly Business
- Chapter 3 The Basics
- Chapter 4 Hoops and Hurdles
- Chapter 5 The Best Relationships Are Based on Contracts
- Chapter 6 Sign with Caution
- Chapter 7 Keep Your Nose Clean
- Chapter 8 When You Lose
- Chapter 9 Import with Care
-
Chapter 10 Getting On a GSA Schedule
- What the Schedules Are and Aren’t
- The Case For and Against a Schedule Contract
- Basic Price Considerations
- The Industrial Funding Fee
- At the Center of the Vortex: Most Favored Customer and the Price Reduction Clause
- Schedule Proposal Nuts and Bolts
- Taming Most Favored Customer: The CSP-1
- Taming Most Favored Customer: The Labor Rate Matrix
- Taming the Price Reduction Clause
- Price Adjustment
- Schedule Administration
- Final Note
-
Chapter 11 Let’s Get Small
- Federal Small Business Basics
- You Must Be This Small
- Types of Socioeconomically Defined Small Businesses
- The 8(a) Business Development Program
- Small Business Innovation Research and Small Business Technology Transfer
- Protests
- Life as a Small Business Subcontractor
- Growing Your Small Business
- Final Note
- Chapter 12 The Root of All Money
- Index
- Complement Your Library with These Additional Resources from:
Product information
- Title: The Inside Guide to the Federal IT Market
- Author(s):
- Release date: October 2012
- Publisher(s): Berrett-Koehler Publishers
- ISBN: 9781567263763
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