Federal Budget

GSA Schedule 70 may not be your road to Federal product sales success

WHAT YOU SHOULD KNOW ABOUT YOUR GSA SCHEDULE 70 There is so much more to understand to selling product into the Federal market then just getting your own GSA Schedule 70 contract. What is a GSA Schedule 70 contract/procurement vehicle? The U.S. General Services Administration (GSA) provides companies the opportunity to sell to the Federal …

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The Side Effects of the Federal Budget Process on Federal Product Sales

WHAT IS SO SPECIAL ABOUT “OCTOBER 1” FOR FEDERAL SALES PEOPLE? It is the beginning of the new Federal Government Fiscal Year! DID YOU KNOW? In 2018 the Federal Government budget for IT spending was approximately $87 Billion. WOW! That is a lot of money! Now you know that the Federal Fiscal Year begins October …

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Managing Corporate Expectations: The Federal Market – Part II

WHY DO YOU HAVE TO MANAGE EXPECTATIONS FROM YOUR CORPORATE STAKEHOLDERS? – Part II Having successfully sold into the Federal Government for over twenty-five years, I’ve found the single most critical factor for success is obtaining buy-in and managing expectations of the key stakeholders. In my last Blog article, I discussed developing and managing high …

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