Selling to Uncle Sam
Subtitle: how to win choice government contracts for your business
By: Clinton L. Crownover, Mark Henricks.
Contributors: Henricks, Mark.
Publisher: McGraw-Hill
Published: 1993
Place of publication: New York
Language: eng
Number of pages: 204
Subjects: Public contracts -- United States.; Letting of contracts -- United States.; Government purchasing -- United States.; Marketing -- United States.
Description: Each year, the United States government awards more than 20 million contracts, worth a staggering $210 billion, to companies of every stripe. Too often, however, it's the huge corporations that are reaping far more than their share of this giant windfall. They're the ones - often the only ones - who know how to interpret federal guidelines and regulations couched in impenetrable "bureaucratese," and wade through the thicket of official forms and other red tape that.

Discourage many potential suppliers from even making a bid. Now, finally, there's a book that enables small businesses to compete on a level playing field in winning lucrative government contracts! Written by a consultant with more than a decade of experience in "selling to Uncle Sam," this comprehensive and savvy guide gives you all the information you need to turn the government into one of your best and most dependable customers. You'll learn strategies that can spell.

The difference between success and failure in an era when, in the author's words, "competition in federal procurement is stiffer, stronger, and keener than it has ever been." And you'll be taken step-by-step through every stage of the procurement process - from understanding project specifications to fulfilling the contract. With the help of detailed worksheets, sample forms, and checklists, you'll learn how to obtain bid documents for current government projects; get on.

The government's select bid list; determine what the government really wants, versus what it says it wants, in its bid documents; decide whether or not taking on a government contract is worth the risk; develop cost and pricing strategies, and put together a winning proposal; launch the project and keep it on schedule; work effectively with government officials and avoid any chance of a misunderstanding down the road; select and hire the best subcontractors to assist you.

... and much more! Timely and up-to-date in its assessment of where the best government procurement opportunities are to be found today. Selling to Uncle Sam shows you how to outwit and outmaneuver the competition, win friends and influence people at the highest government levels, and become a successful player in one of the most challenging and rewarding business arenas!
Notes: Includes index.