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How to Win Business from the Government: A Tactical Guide to Understanding the U.S. Federal Government Information Technology Marketplace Paperback – June 1, 2009

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How to Win Business from the Government: A Tactical Guide to Understanding the U.S. Federal Government Information Technology Marketplace + Selling to the Government: What It Takes to Compete and Win in the World's Largest Market
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Editorial Reviews

Book by Baker, James J.

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Product Details

  • Paperback: 107 pages
  • Publisher: Bartleby Press (June 1, 2009)
  • Language: English
  • ISBN-10: 091015578X
  • ISBN-13: 978-0910155786
  • Product Dimensions: 8.4 x 5.4 x 0.4 inches
  • Shipping Weight: 6.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #1,906,695 in Books (See Top 100 in Books)

More About the Author

www.jamesjbaker.com

James J. Baker is a noted speaker, author, consultant and strategist on the public sector technology marketplace. He has spent the bulk of his career in the Washington, D.C. Metropolitan Area consulting for technology companies that sell to government. Baker has worked with many technology companies, from Fortune 500's to small businesses, such as Microsoft, Adobe, Unify, Hewlett Packard, vmWare, McAfee, Intel, Verizon, Sybase, AT&T, and BDNA. A graduate of the University of Maryland, Baker currently resides in Northern California with his wife and two sons.

www.publicsectortechnologyexchange.com

The Public Sector Technology Exchange (PSTE), founded by James Baker, is an independent forum designed to discuss the technology business issues impacting the government, citizens and vendor community. PSTE events are sponsored by industry with participation from both government and industry. Each PSTE seminar will discuss the key issues impacting government such as energy reductions, budget deficits, virtualization, consolidation, modernization and other areas of information technology policy, management, and industry best practices.

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2 of 2 people found the following review helpful By BizBookGuy on June 29, 2013
Format: Paperback Verified Purchase
How to Win Business from the Government: A Tactical Guide to Understanding the U.S. Federal Government Information Technology Marketplace

This "how to" book should be mandatory reading for every new fledgling government contractor. After six months of struggling up the government contracting and procurement learning curve, Jimmy Baker's book was my "helicopter" to get on top. Not only does he provide a verifiable template and strategy to learn and understand government contracting, he provides a 45 minute interview which I found to be absolutely invaluable.....and one hell of a value for $5 on Kindle. Read this book and move to the top of the learn curve...Don't read this book and continue to struggle with the masses.

RC Kramer, GSA MOBIS Schedule Government Contractor
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2 of 2 people found the following review helpful By Jane Bennett Aldous on February 21, 2013
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Books are one of the best ways to gain new insights and get ideas into your head. James Baker's book, "How to Win Business from the Government," nails this concept. Get your highlighter and pencil ready, because you will want to write notes and highlight key information, that you'll refer to time and time again. This is an excellent resource for anyone targeting the federal government.
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2 of 2 people found the following review helpful By K. Gibson on January 28, 2013
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My husband asked for the book and read it in one day. Useful information and easy to understand. This was one of his favorite Christmas gifts.
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1 of 1 people found the following review helpful By R. Daly on April 7, 2012
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Our company provides information technology services, and we include the Federal government among our clients. Business development is a topic that eludes many tech-heavy boutiques such as ours, and Jimmy's book puts it all in our hands with relevant, current, and actionable steps. If you sell IT services to the government, you need to explore this book. It costs less than four grande lattes! The front covers research -- all of which you can try on your own in step-by-step fashion. The latter parts are great to help you take the results of research and move it toward a sale. Includes prepping call plans, and expressing your value. The best part about this book is that there are several points where you can just tell Jimmy really has sold and is sharing his accumulated knowledge. A great value!
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1 of 1 people found the following review helpful By Susan E. Boone on November 27, 2012
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Jimmy Baker has effectively captured and distilled the most critical elements of knowledge essential to penetrating the Federal marketplace for IT and technology providers. His book is a fast read and packed with illustrations to enable you to start right away. Jimmy explains how to investigate Federal opportunities to develop your marketing strategy and most importantly explains WHY you should do it. If you are interested in penetrating the complex and onerous Federal sector to sell your services or products, this book will show you the way!
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