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The inside guide to the federal IT market /
Here's your key to selling IT goods and services to the government. David Perera and Steve Charles present the ins and outs of successfully competing for-and winning-a share of the tens of billions of dollars the federal government spends each year on IT. Getting a piece of that business is not...
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Tysons Corner, Va. :
Management Concepts Press,
©2012.
©2012 |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Title Page; Copyright; About the Authors; Contents; Foreword; Preface; Acknowledgments; Chapter 1 The Ecosystem; How Big a Market?; Why Agencies Buy Information Technology; Federal Attitudes Toward Technology; The Rise of Services; Who in Government Buys IT; Chapter 2 Strictly Business; The Eight-Step Acquisition Process; The Four Dimensions of the Federal IT Market: POET; Getting Started; The Art of the Approach; Get in Sync with the Acquisition Process; Grow from the Inside; Consultants and Research Firms; Be Strategic; Marketing; Final Note; Chapter 3 The Basics; Get Into the System
- Know the Rules and the PlayersStart Prospecting; Consider Getting a GSA Schedule Contract; Get Paid; Final Note; Chapter 4 Hoops and Hurdles; Cybersecurity; Approved Products List; Section 508; SmartBuy; Special Considerations for Selling Open Source Software to the Government; Final Note; Chapter 5 The Best Relationships Are Based on Contracts; Contracting Methods; Evaluation Criteria; Fair and Reasonable Pricing; Contract Types; Contract Vehicles; Agreements; Contract Changes and Equitable Adjustment; Final Note; Chapter 6 Sign with Caution; Protect Your Proprietary Information
- Stand Up for Your RightsSAFETY Act; Tell the Truth (Even If Somebody's Been Fooling You); Handling Terminations; Chapter 7 Keep Your Nose Clean; Suspension and Debarment; Basic Ethics Requirements; Interactions with Individual Federal Employees; Interactions with the Government; Interactions with Your Employees; Interactions with Third Parties; Chapter 8 When You Lose; Debriefs; Protests; Protest Forum: The GAO; Protest Forum: Court of Federal Claims; Final Note; Chapter 9 Import with Care; Buy American Act; Trade Agreements Act; Domestic Preferences for Defense Department Contractors
- Determining Country of Origin of a Product or ServiceDomestic Preferences for Small Business Set-Asides; Foreign Ownership, Control, or Influence; Final Note; Chapter 10 Getting On a GSA Schedule; What the Schedules Are and Aren't; The Case For and Against a Schedule Contract; Basic Price Considerations; The Industrial Funding Fee; At the Center of the Vortex: Most Favored Customer and the Price Reduction Clause; Schedule Proposal Nuts and Bolts; Taming Most Favored Customer: The CSP-1; Taming Most Favored Customer: The Labor Rate Matrix; Taming the Price Reduction Clause; Price Adjustment
- Schedule AdministrationFinal Note; Chapter 11 Let's Get Small; Federal Small Business Basics; You Must Be This Small; Types of Socioeconomically Defined Small Businesses; The 8(a) Business Development Program; Small Business Innovation Research and Small Business Technology Transfer; Protests; Life as a Small Business Subcontractor; Growing Your Small Business; Final Note; Chapter 12 The Root of All Money; On Any Given First Monday of February; Authorizers and Appropriators; All Systems Big and Small; Life During a Continuing Resolution; Effect of the Budget Cycle on Sales; Final Note; Index