Chapter 1
Winning New Business from the Federal Government
Each year the federal government procures products and services worth billions of dollars. In fact, the number is in the hundreds of billions. The sheer size of this market attracts the attention of hundreds of companies that compete for this vast source of potential revenue. If you are reading this book, you either work for one of those companies or hope to join the hunt.
The only avenue available to those who seek to share in the spoils of federal spending is through the competitive process. Typically, bidders prepare a proposal in response to a request for proposal (RFP). Occasionally the government buys a product or service without competition, but those circumstances are rare. Mastering ...
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