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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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Top Customer Reviews
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
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.
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 That is good because some of the websites that were current in 2009 when this this was written are now out of date in 2015.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.
Most Recent Customer Reviews
As an early stage company, finding the right “how to” guide is highly important.
While the government is a huge space, I find this book very helpful while doing my baby steps... Read more
This book not only provides the basics of what it takes to win in the government market it also contains advanced strategic tips that have been extremely valuable in helping me... Read morePublished 21 months ago by Isaac
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.Published on January 28, 2013 by K. Gibson
Jimmy Baker has effectively captured and distilled the most critical elements of knowledge essential to penetrating the Federal marketplace for IT and technology providers. Read morePublished on November 27, 2012 by Susan E. Boone