What you need to know to win and deliver services

and products to federal, state and local agencies

 

 

by Michael Lisagor

122 pages with numberous valuable tables and templates.

 

The purpose of this book is to describe the business development process used by the most successful government contractors to identify, qualify, capture, and manage federal, state and local government business. It also contains numerous lessons learned as well as training course material based on the author's nine years as a successful consultant and more than 25 years experience as a government technology sales and management executive and marketing instructor. It is also based on best practices the consultant helped implement at companies such as McDonald Bradley and Grant Thornton Global Public Sector as well as his regular Federal Computer Week management columns.

 

 

 

"Winning and Managing Government Business is a concise, easy-to-understand and to the point overview of securing and doing business with the federal government. It provides step-by-step instructions on approaches for penetrating government markets, how to do your prep work prior to proposal time, and then how to respond and win opportunities. It's a definite must read if you're new to the government space. It's also very handy if you're a savvy veteran as it's full of checklists, timelines and templates you can use in real world situations. I've been involved with government contracting for over 15 years and found this book to be very useful and practical."

 

- Mike C., Vice President, ManTech International

 

 

"After reading Michael Lisagor's "Winning and Managing Government Business" , I found myself reminded of the required details that some veterans tend to forget. This is a great read for that junior business development, project manager in-waiting or the savvy veteran that has forgotten more than I'll learn! Great use of check lists!"

 

- Doug W., Director, ATS

 

Table of contents