Market Update

Expert advice on selling to the government

Written by Steve Charles, Co-founder and Executive Vice President of immixGroup, the Market Update provides expert advice and information about selling technology in the federal government.

Date	Title
Dec 2008	Mandatory Disclosure Time Clock Starts Ticking Tomorrow
Oct 2008	Leveraging lobbyists and associations in the public sector IT market
Jul 2008	Keys to Marketing to the Public Sector
Jun 2008	Increase Market Share: Organizing Sales Activities in State, Local and Education Markets
Apr 2008	State and Local Market Best Practices for Technology Manufacturers
Mar 2008	SEWP IV vs. GSA IT 70 Schedule
Feb 2008	Should You Continue to Hold Your Own GSA Schedule?
Jan 2008	Federal Channel Management in 2008
Dec 2007	Schedule contract extensions: opportunity or risk?
Nov 2007	Federal channel compensation models under fire
Mar 2007	March Assessments
Feb 2007	Continuing Resolution constraints provide opportunities for flexible contractors.
Nov 2006	Oracle Pays Nearly $100 Million in GSA Damages
Sep 2006	Bullet-proof your year-end federal forecast: Five key steps to help you close the deal
Jul 2006	Year-end Federal Business Snafus: Will your deal be done in time?
Apr 2006	Performance Based Acquisition: Undue Risk or Lucrative Opportunity?
Mar 2006	The Four Quarters of Federal Selling
Feb 2006	Conflicts of Interest Emerging as Government Procurement Issue
Jan 2006	How do manufacturers choose federal channel partners?
Nov 2005	Are the Items You're Selling to the Federal Government TAA Compliant?
Oct 2005	Price Reductions: Are You Compliant with Your Contract?
Sep 2005	GSA Schedule Post-Award Audits Looming
Aug 2005	Federal Enterprise Software Agreements: Seven Negotiation Objectives
Jul 2005	Strategic Sourcing Challenges in the Public Sector
Jun 2005	Channels of Distribution Meet Government Enterprise Supply Chains
May 2005	Federal Agencies Instructed to Avoid Specifying Product Names When Shopping
Mar 2005	Why Can't Uncle Sam Buy the Same Items as Everyone Else?
Dec 2004	Our Top 10 DoD Acquisition Law Changes for 2005
Nov 2004	DoD Evaluating Use of non-DoD Contracts
Oct 2004	Back to Basics: Vehicle Ordering Procedures
Sep 2004	Shorten the Federal Sales Cycle by Addressing your Competition
Aug 2004	New Rules Add Clarity to GSA Schedule and BPA Purchases
Jul 2004	Government Contract Terms can Impact Revenue Recognition
Jun 2004	GSA Schedule Protests Increasing
Apr 2004	Hot Issues in Federal Procurement for Commercial Technology Companies
Mar 2004	Managing the Enterprise Sale: The Impact of Federal Enterprise Architecture
Feb 2004	The Tri-focal View of Federal Account Management
Jan 2004	Disadvantage can be Advantageous in Federal
Nov 2003	Size Matters in Government Procurement
Oct 2003	Ten Reasons Why Many Federal Sales Programs Fail
Sep 2003	Unintended Consequences of GSA IFF Reduction
Jul 2003	OMB, GSA Seek Government-wide Software Licenses
Jun 2003	Cooperative Purchasing - an Opportunity to Re-evaluate the Government Channel
Apr 2003	The Government requested a quote. When will we see the order?
Mar 2003	Homeland Security Acquisition Rules Increase Exceptions, Flexibility
Feb 2003	MAC, GWAC Now Defined in FAR
Jan 2003	GSA Schedule-based BPAs and the Complex Sale
Nov 2002	The Role of the GSA Schedule in Your Channel Strategy: Teaming
Oct 2002	The Role of the GSA Schedule in your Channel Strategy: Letters of Supply
Sep 2002	The Role of the GSA Schedule in your Channel Strategy: Authorizing Participating Dealers
Aug 2002	The Different Business Drivers of Technology Manufacturers and System Integrators
Jul 2002	Commercial Products Subcontracting Plans
May 2002	DoD Rule to Change Ordering Procedures for Professional Services
Apr 2002	Post-award Audits Rare, but Costly
Mar 2002	"Evergreen" Schedule Contracts and Pre-award Audits
Feb 2002	Is GSA Entitled to 1% of all your Government Sales?
Jan 2002	Common Myths in the Federal Channel
Nov 2001	Leveraging Successes across Sales Force
Oct 2001	OMB's e-Gov Initiative Changes the Playing Field
Sep 2001	The Role of the GSA Schedule in your Channel Strategy: Authorizing Participating Dealers
Aug 2001	Business Development: A Sales Force Multiplier
Jul 2001	Selling Complex Technology to State Governments Requires a Mix of Activities
Jun 2001	Section 508 Compliance - Not a Simple YES or NO
May 2001	Selling in the Government - There are No Shortcuts
Apr 2001	Section 508: Problem or Opportunity?
Mar 2001	Increasing Prices on GSA Schedule Contracts can be a Chore - Especially for IT Professional Services
Feb 2001	The California Multiple Award Schedule (CMAS) Contract