Winning Government Contracts: How Your Small Business Can Find and Secure Federal Government Contracts Up to $100,000 (Paperback)

by Malcolm Parvey (Author), Deborah Alston (Author)
Key Phrases: technical data package, first article testing, alternate product, Department of Defense, Contracting Officer, National Stock Number (more...)

Editorial Reviews

Product Description
The United States federal government is the biggest customer in the world. It buys 20% of all the services and products produced in the U.S. But of the 22 million registered U.S. companies, fewer than 2% of them seek out this market. Why? Because small business owners don't know where and how to get these contracts.

Winning Government Contracts will change that. It begins at the beginning, assuming no prior knowledge of the government marketplace and its sometimes complicated terminology. Written in a clear, easy-to-understand language by experienced sales and marketing professionals, this book takes you through the registration and bidding process step-by-step. All the terms used in government contracts are explained in plain English.

Winning Government Contracts shows you where to find the sales opportunities on the Internet, then guides you through every step in your quote, whether submitted electronically or on paper--explaining the jargon and outlining the exact information that needs to be entered. You will learn how to download drawings and specifications, understand shipping and packaging requirements, and find out how much the government is currently paying for an item before you submit an offer. The book also highlights areas where beginners need to be particularly careful, such as remembering to include shipping costs when you offer the government your best price!

After the offer has been submitted, the book explains how to find the results of the bid--which company was awarded the contract and its price, as well as the names and prices of all the other bidders. Included is the government's system of inspection, acceptance, invoicing, and payments, as well as the specific requirements for service contracts such as Statements of Work, Wage Determinations, and Technical Proposals.

Whatever your business, the federal government is a marketplace you can enter. Winning Government Contracts will you show the way.

About the Author
As an independent sales and marketing professional, Malcolm Parvey has more than 30 years of experience helping small businesses sell their products and services to the United States federal government. He has completed hundreds of offers for clients from many different industries--from individual distributors to sub-contractors and service companies. Parvey works exclusively to assist small businesses with every aspect of the federal government marketplace. He lives in Franklin, Massachusetts, with his wife and children.

Deborah Alston has worked closely with Malcolm Parvey for the last four years putting this book together. She lives in Louisville, Kentucky, with her husband and two children.

Product Details

• Paperback: 236 pages
• Publisher: Career Press (February 28, 2008)
• Language: English
• ISBN-10: 1564149757
• ISBN-13: 978-1564149756
• Product Dimensions: 8.1 x 5.2 x 0.8 inches
• Shipping Weight: 12 ounces (View shipping rates and policies)
• Average Customer Review: 4.4 out of 5 stars See all reviews (7 customer reviews)
• Amazon.com Sales Rank: #139,539 in Books (See Bestsellers in Books)

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  #6 in	Books > Nonfiction > Law > Administrative Law > Public Contract
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  #73 in	Books > Business & Investing > Small Business & Entrepreneurship > Raising Capital

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

4.0 out of 5 stars A how-to guide for small businesses that want to sell to the Federal government, May 30, 2008

By	Craig Matteson (Ann Arbor, MI) - See all my reviews (TOP 50 REVIEWER)

If you are a small business according to the NAICS classifications, this book is a handy how-to guide to finding and winning business with the Federal government. Parvey & Alston are experienced in the processes of how the Feds award contracts and make purchases and share that detailed knowledge with you.

Certainly, they do not cover all possible information, but they give you enough information in enough detail to find the right systems and show you how to use them. Depending on your industry, you will likely gravitate to different portions of this book, and that is what the authors intend. However, the parts that are useful for you now will have you coming back repeatedly and as you gain more experience you will likely expand into new areas.

While the book doesn't make for pleasure reading and is not intended for a general audience, it will be avidly read by its target audience.

Good stuff, well organized, concisely written.

Reviewed by Craig Matteson, Ann Arbor, MI

1 of 1 people found the following review helpful:

3.0 out of 5 stars Disappointment, June 24, 2009

By	Jim Weeks "retired1" (Aurora, Colorado USA) - See all my reviews (REAL NAME)

I thought the book was mired in legalese and recently went to a training session in Denver to learn more about GSA schedules. I did not realize until I got to the session the author was the trainer. The disconnect between the book and training is that Mr. Orbach makes it clear you need the help of his company to get a GSA schedule...the task is too daunting to do it on your own, which is what the pr for the book says you can do. $15K is the minimum required to get Mr. Orbach's help. Also, based on my own experience don't expect them to get back to you if you have questions or need more info. My e-mails to Mr. Orbach have been totally ignored.

1 of 1 people found the following review helpful:

5.0 out of 5 stars A Must have for small businesses that want to learn more about governement contracts, April 24, 2009

By	Anthony Smith (Memphis, TN) - See all my reviews (REAL NAME)

A must have. The best use of $15 that I have probably ever spent. I bought the book and have put in my first bid in less than 10 days since buying it.