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How to Get Government Contracts

Have a Slice of the 1 Trillion Dollar Pie

Authors: Smotrova-Taylor, Olessia

  • How to Get Government Contracts is an insider's view of how to get a piece of the $1 trillion the U.S. government spends each year on contracts and grants--and how to build a business selling goods and services to the government.

Buy this book

eBook $19.99
price for USA
  • ISBN 978-1-4302-4498-1
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Download immediately after purchase
Softcover $29.99
price for USA
  • ISBN 978-1-4302-4497-4
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

How to Get Government Contracts demystifies the process of how a company can enter the government market, win its first and subsequent contracts, and then grow itself into a multi-million-dollar government contractor within a couple of years. It offers an insider’s view into the latest best practices that government contractors use to succeed in an increasingly competitive market, and it shows exactly how your company can apply these techniques to build a strong business. 

Many companies venture into the government market with a certain naiveté and pay a hefty price to find out that there is much more to winning a contract than writing last-minute proposals in response to publicly posted solicitations. To stop the bleeding of precious resources, they need to step back to learn how professionals win business in the federal arena. This book shows you how to find, for example, the best potential customers and opportunities for your company. It also explains the secret to winning consistently by conducting pre-proposal preparation (also called "capture") and practicing a disciplined, process-based approach to proposal development.

This book provides a recipe for winning government contracts over and over again, the way seasoned government contractors do it. After reading this book, you will know exactly what to do to position your company to win a government proposal before a solicitation becomes public, including building customer relationships, gathering intelligence, developing a "win strategy," performing competitive analysis, selecting the best teammates, and developing a solution. As a result, you will apply professional techniques to organizing your proposal effort, outlining a proposal document, and writing RFPs that persuade evaluators to award the contract to you.

About the authors

Olessia Smotrova-Taylor, AF.APMP, president and CEO of OST Global Solutions, Inc., has 18 years of experience in business development, communications, and marketing, including 12 years in contract capture and proposal management. She led winning bids for four out of the five top government contractors, winning more than $19 billion over the course of her career. She consults and teaches others how to get contracts with the government and large commercial organizations, as well as developing processes, tools, and Bid & Proposal Academy courses that enhance business developers abilities to win business. She serves as the President of the Association of Proposal Management Professionals (APMP) National Capital Area Chapter. She is recognized as an APMP Fellow for her contributions to the field of capture and proposals the highest honor in the business development profession. Prior to supporting a number of Fortune 500 companies and small businesses as a proposal consultant and growing her own company, she worked as a business developer for Raytheon and Lockheed Martin and wrote for the Financial Times of London.

Table of contents (13 chapters)

  • How Lucrative Is Government Contracting—and How Tangled Is the Red Tape?

    Smotrova-Taylor, Olessia

    Pages 1-25

  • Get Started in Government Contracting

    Smotrova-Taylor, Olessia

    Pages 27-53

  • Break into the Federal Arena Without Breaking Your Neck

    Smotrova-Taylor, Olessia

    Pages 55-77

  • Win Procurements Before They Go Public

    Smotrova-Taylor, Olessia

    Pages 79-90

  • Create Strong Relationships with Government Customers

    Smotrova-Taylor, Olessia

    Pages 91-107

Buy this book

eBook $19.99
price for USA
  • ISBN 978-1-4302-4498-1
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Download immediately after purchase
Softcover $29.99
price for USA
  • ISBN 978-1-4302-4497-4
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.

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Bibliographic Information

Bibliographic Information
Book Title
How to Get Government Contracts
Book Subtitle
Have a Slice of the 1 Trillion Dollar Pie
Authors
Copyright
2012
Publisher
Apress
Copyright Holder
Olessia Smotrova-Taylor
eBook ISBN
978-1-4302-4498-1
DOI
10.1007/978-1-4302-4498-1
Softcover ISBN
978-1-4302-4497-4
Edition Number
1
Number of Pages
XIII, 288
Topics