Selling to the Government: What It Takes to Compete and Win in the World's Largest Market (Hardcover)

Foreword: (Phil Bond).

Preface.

Acknowledgments.

Chapter 1. What It Takes to Play: Tips and Caveats for Chief Executive Officers, Boards, and Others Looking for Shortcuts.

Chapter 2. How the Government Buys.

Chapter 3. Determining Where You Fit: Prime Contractor, Subcontractor, GSA Schedule, Open Market, or All of the Above.

Chapter 4. Infrastructure Issues: What Your Company Needs to Succeed.

Chapter 5. Aligning Marketing, Sales, and Business Development.

Chapter 6. The Power of Relationships.

Chapter 7. The Myth of the Level Playing Field: How Small Businesses Can Play.

Chapter 8. Differentiation Is the Key.

Chapter 9. Execution.

Chapter 10. Building Momentum.

Chapter 11. The Missing Link: Web 2.0 Tools.

Chapter 12. Final Thoughts on Staying on Top of the Game and Becoming a Government Market Master.

Appendix 1. Glossary of Common Government Terms.

Appendix 2. Resources.

Appendix 3. Advice from Industry Experts.

About the Author.

Index.