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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

4.9 out of 5 stars 11 customer reviews

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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: 5.4 x 0.4 x 8.4 inches
  • Shipping Weight: 6.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #1,213,440 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

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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Format: Kindle Edition Verified Purchase
Does your federal IT contracting company struggle to win contracts? This book should be part of your solution.

Many federal IT contracting companies are caught up in a low yield bidding game in which they chase RFPs shaped by other bidders and hope for the best. A frequent cause is that they do not understand the customer’s business problems. While government executives worry about risks to their programs and their careers, IT contractors often do not understand these risks. Instead, they talk about about what they do know: the quality of the services they deliver and the federal contracting vehicles and small business programs in which they participate. Government executives and IT contractors are therefore talking past each other. There is a disconnect.

This book enables a company to take significant steps toward fixing that disconnect. It explains how to use publicly available information to find the problems that federal agencies are facing, their strategies for solving those problems, any budget allocated for the solution, and other intelligence needed to tune into the Government’s needs and produce a winning bid. I know of no other book that presents this strategy.

Any federal IT contractor wanting to systematically build a pipeline of winnable opportunities must read this book.

Rob Polster
Polster Consulting, LLC

P.S. I understand from his website that the author is writing an update called Hunt Capture Win. That is good because some of the websites that were current in 2009 when this this was written are now out of date in 2015. In the mean time, Googling will help you find the most current websites needed to use this method.
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Format: Paperback Verified Purchase
This book should be mandatory reading for any company (particularly IT) interested in doing business with the government. I often interact with companies who do not take the time to target their efforts, nor fully understand their customer's needs. James provides a tactical approach for how to conduct market research, identify opportunity, and how to communicate your value proposition to the government. I will continue to use this book a personal resource guide. Highly recommend!
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Format: Paperback Verified Purchase
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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Format: Paperback Verified Purchase
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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Excellent, concise guide to federal procurement. Essentially, follow along and build your own business plan. I recommend it for those businesses just getting started or even trying to figure out what is working and what does not, for federal sales.
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