| Edition |
1st edition. |
| Description |
1 online resource (296 pages) |
|
text file |
| Summary |
Unlock the Door to the Federal IT Marketplace Here's your key to selling IT goods and services to the government. David Perera and Steve Charles present the ins and outs of successfully competing for--and winning--a share of the tens of billions of dollars the federal government spends each year on IT. Getting a piece of that business is not easy--it takes accurate knowledge of systems and procedures, as well as sharp insight into the structure and details of government procurement. The Inside Guide to the Federal IT Market penetrates the haze of jargon and apparent complexity to reveal the inner workings of the IT contracting process. Whether you're just setting out or seek a bigger share, this comprehensive book provides valuable information you can put to immediate use. The Inside Guide to the Federal IT Market covers: " Technology standards " Basic contracting concepts " Advanced contracting concepts, such as getting on and staying on the GSA schedules " The effect of the federal budget process on the sales cycle " What you need to know about ethics to earn business fairly, without avoidable delays and hassle This book's focus on the IT market makes it a unique reference on federal procurement for private companies. Government procurement personnel will also find the depth and breadth of coverage useful in reviewing and evaluating IT offerings |
| Contents |
Intro; Title Page; Copyright; About the Authors; Contents; Foreword; Preface; Acknowledgments; Chapter 1 The Ecosystem; How Big a Market?; Why Agencies Buy Information Technology; Federal Attitudes Toward Technology; The Rise of Services; Who in Government Buys IT; Chapter 2 Strictly Business; The Eight-Step Acquisition Process; The Four Dimensions of the Federal IT Market: POET; Getting Started; The Art of the Approach; Get in Sync with the Acquisition Process; Grow from the Inside; Consultants and Research Firms; Be Strategic; Marketing; Final Note; Chapter 3 The Basics; Get Into the System. |
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Know the Rules and the PlayersStart Prospecting; Consider Getting a GSA Schedule Contract; Get Paid; Final Note; Chapter 4 Hoops and Hurdles; Cybersecurity; Approved Products List; Section 508; SmartBuy; Special Considerations for Selling Open Source Software to the Government; Final Note; Chapter 5 The Best Relationships Are Based on Contracts; Contracting Methods; Evaluation Criteria; Fair and Reasonable Pricing; Contract Types; Contract Vehicles; Agreements; Contract Changes and Equitable Adjustment; Final Note; Chapter 6 Sign with Caution; Protect Your Proprietary Information. |
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Stand Up for Your RightsSAFETY Act; Tell the Truth (Even If Somebodyâ#x80;#x99;s Been Fooling You); Handling Terminations; Chapter 7 Keep Your Nose Clean; Suspension and Debarment; Basic Ethics Requirements; Interactions with Individual Federal Employees; Interactions with the Government; Interactions with Your Employees; Interactions with Third Parties; Chapter 8 When You Lose; Debriefs; Protests; Protest Forum: The GAO; Protest Forum: Court of Federal Claims; Final Note; Chapter 9 Import with Care; Buy American Act; Trade Agreements Act; Domestic Preferences for Defense Department Contractors. |
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Determining Country of Origin of a Product or ServiceDomestic Preferences for Small Business Set-Asides; Foreign Ownership, Control, or Influence; Final Note; Chapter 10 Getting On a GSA Schedule; What the Schedules Are and Arenâ#x80;#x99;t; The Case For and Against a Schedule Contract; Basic Price Considerations; The Industrial Funding Fee; At the Center of the Vortex: Most Favored Customer and the Price Reduction Clause; Schedule Proposal Nuts and Bolts; Taming Most Favored Customer: The CSP-1; Taming Most Favored Customer: The Labor Rate Matrix; Taming the Price Reduction Clause; Price Adjustment. |
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Schedule AdministrationFinal Note; Chapter 11 Letâ#x80;#x99;s Get Small; Federal Small Business Basics; You Must Be This Small; Types of Socioeconomically Defined Small Businesses; The 8(a) Business Development Program; Small Business Innovation Research and Small Business Technology Transfer; Protests; Life as a Small Business Subcontractor; Growing Your Small Business; Final Note; Chapter 12 The Root of All Money; On Any Given First Monday of February; Authorizers and Appropriators; All Systems Big and Small; Life During a Continuing Resolution; Effect of the Budget Cycle on Sales; Final Note. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Business enterprises -- Finance.
|
|
Business enterprises -- Finance. |
|
Economics.
|
|
Economics. |
|
Commerce.
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Commerce. |
| Genre/Form |
Electronic books.
|
| Added Author |
Charles, Steve (Co-founder of ImmixGroup), author.
|
| ISBN |
9781567263763 |
|
1567263763 |
|
9781523097210 (electronic book) |
|
1523097213 (electronic book) |
|
9781567263756 |
|
