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The Inside Guide to the Federal IT Market
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©2012, 7” x 10” softcover, approx. 300 pages
ISBN 978-1-56726-375-6
Product Code B756

By: David Perera and Steve Charles

Unlock the Door to the Federal IT Marketplace

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 easy—it takes accurate knowledge of systems and procedures, as well as sharp insight into the structure and details of government procurement.

The Inside Guide to the Federal IT Market penetrates the haze of jargon and apparent complexity to reveal the inner workings of the IT contracting process. Whether you’re just setting out or seek a bigger share, this comprehensive book provides valuable information you can put to immediate use. The Inside Guide to the Federal IT Market covers:

  • Technology standards
  • Basic contracting concepts
  • Advanced contracting concepts, such as getting on and staying on the GSA schedules
  • The effect of the federal budget process on the sales cycle
  • What you need to know about ethics to earn business fairly, without avoidable delays and hassle

This book’s focus on the IT market makes it a unique reference on federal procurement for private companies. Government procurement personnel will also find the depth and breadth of coverage useful in reviewing and evaluating IT offerings.

Contents The Ecosystem • Strictly Business • The Basics • Hoops and Hurdles • The Best Relationships Are Based on Contracts • Sign with Caution • Keep Your Nose Clean • When You Lose • Import with Care • Getting a GSA Schedule • Let’s Get Small • The Root of All Money

About the Authors
David Perera is executive editor at FierceMarkets Government Group, publishing in the areas of government IT and security. He has written widely on IT and IT procurement issues and his work has appeared in both U.S. and international publications.

Steve Charles is co-founder and executive vice president of immixGroup, which helps technology companies do business with the government and provides federal agencies reliable access to leading commercial technologies. He previously served as vice president of contract management with Selbre & Associates.


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