{"product_id":"selling-to-the-government-9780470881330","title":"Selling to the Government","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eLearn the crucial ins and outs of the world's largest market\u003cbr\u003e \u003cbr\u003e The U.S government market represents the largest single marketanywhere. Government contract tracking firm Onvia estimates that government businessfederal, state, local, and educationrepresents better than 40 percent of the nation's GDP. While anyone can play in this market, only those with the right preparation can win.\u003cbr\u003e \u003cbr\u003e \u003ci\u003eSelling to the Government\u003c\/i\u003e offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts.\u003cbr\u003e \u003cbr\u003e   Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two\u003cbr\u003e   Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GT\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword \u003ci\u003ePhil Bond \u003c\/i\u003exi\u003c\/p\u003e \u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003eChapter 1 What It Takes to Play: Tips and Caveats for Chief Executive Officers, Boards, and Others Looking for Shortcuts 1\u003c\/p\u003e \u003cp\u003eChapter 2 How the Government Buys 19\u003c\/p\u003e \u003cp\u003eChapter 3 Determining Where You Fit: Prime Contractor, Subcontractor, GSA Schedule, Open Market, or All of the Above 35\u003c\/p\u003e \u003cp\u003eChapter 4 Infrastructure Issues: What Your Company Needs to Succeed 53\u003c\/p\u003e \u003cp\u003eChapter 5 Aligning Marketing, Sales, and Business Development 71\u003c\/p\u003e \u003cp\u003eChapter 6 The Power of Relationships 91\u003c\/p\u003e \u003cp\u003eChapter 7 The Myth of the Level Playing Field: How Small Businesses Can Play 107\u003c\/p\u003e \u003cp\u003eChapter 8 Differentiation is the Key 123\u003c\/p\u003e \u003cp\u003eChapter 9 Execution 137\u003c\/p\u003e \u003cp\u003eChapter 10 Building Momentum 143\u003c\/p\u003e \u003cp\u003eChapter 11 The Missing Link: Web 2.0 Tools 153\u003c\/p\u003e \u003cp\u003eChapter 12 Final Thoughts on Staying on Top of the Game and Becoming a Government Market Master 165\u003c\/p\u003e \u003cp\u003eAppendix 1 Glossary of Common Government Terms 169\u003c\/p\u003e \u003cp\u003eAppendix 2 Resources 207\u003c\/p\u003e \u003cp\u003eAppendix 3 Advice from Industry Experts 211\u003c\/p\u003e \u003cp\u003eAbout the Author 226\u003c\/p\u003e \u003cp\u003eIndex 227\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402451591511,"sku":"9780470881330","price":19.54,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470881330.jpg?v=1730480438","url":"https:\/\/bookcurl.com\/products\/selling-to-the-government-9780470881330","provider":"Book Curl","version":"1.0","type":"link"}