How To Win Business From the Government
A Tactical Guide to Understanding the U.S. Federal Government Information Technology Marketplace
James J. Baker
978-0-910155-78-6 • $18.95

The US Government is one of the largest information technology marketplaces in the World. Each year it spends billions of dollars on technology products and services. Many people who enter the federal market have great ideas, but with limited knowledge of sales, business development and market training, winning contracts can be an overwhelming and sometimes discouraging process.

How to Win Business From The Government is the guide to the world of government technology contracts that will teach you how to play the game like a DC Insider. It is the first book on the market specifically designed to teach the non-sales person a step-by-step guide on how to identify and close business in the government.

How to Win Business will teach you:
♦ How to research the federal budget, your government customer, and their key challenges. ♦ How to read a federal business case from the government. ♦ What the OSDBU and SADBU offer your small business. ♦ The PART and what it means to your company. ♦ How to build a sales pipeline of qualified deals. ♦ How to prioritize and weigh deals. ♦ How to talk to a prime contractor and government customer. ♦ The unsolicited proposal.