Monday, April 4, 2011

Federal Sales and The Short Life of Online Sales Leads

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Harvard Business Review has a very important piece on how quickly on-line sales leads expire. They studied 2,241 U.S. companies and found t...
Monday, February 7, 2011

What Are GSA Schedules Really Good For?

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GSA Schedule contracts are complex creatures. Books that run over 500 pages have been written about them. However, the basic question that...

SBA Dynamic Small Business Search

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If your small business has registered in the federal government’s Central Contractor Registration (CCR) database but has not completed your...
Tuesday, February 17, 2009

All Federal Sales Are Scalable

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I recently discussed the issue of scalability with a contact who is considering entering the federal market, but is unsure if he can leverag...
Thursday, February 12, 2009

Competition and New Entrants to the Federal Market in a Recessionary Environment

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As the U.S. economy continues to be roiled by cutbacks in both consumer and corporate spending, I’m seeing an increased number of companies ...
Tuesday, December 16, 2008

“I got a ‘rated’ purchase order under my GSA Schedule? What does that mean?”

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A client recently asked what it meant when a military Contracting Officer issued them a high-priority “rated” purchase order. Although the ...
Monday, September 8, 2008

Who’s Selling Your Products on GSA Advantage? You’d Better Keep Tabs…

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A client of mine recently faced a problem. A company had added my client’s products to its GSA Schedule contract and put them up on GSA Adva...