 Just Published!
The Complete Idiot’s Guide to
Getting Government Contracts
By: John C. Lauderdale III
Proposal Leadership’s John Lauderdale has literally ‘written the book’ on getting government contracts. This timely, informative and just-issued book can help you. It is part of the Penguin Publishers’ distinguished and popular book series for curious, smart, and motivated readers.
Whether you are contemplating entering government contracting or have long served these customers, this book will educate you on the government marketplace, help you work more efficiently, and increase sales. It is rooted in John’s 20-plus years of professional expertise in helping companies get government contracts.
While many will benefit by reading the book cover to cover, others may want focus on particular sections. For this reason, the book is organized into six user-friendly parts.
Part 1, What Successful Contractors Know – Tips on how to emerge from the pack as a winner, by cultivating relationships with contracting entities, gauging your competition, and other steps.
Part 2, The Government Contracting Landscape – Exploring the government market to find out what products and services are needed and the procurement process.
Part 3, Choosing Your Targets – Targeting specific customers and specific contracts, including those from the General Services Administration, the government’s “designated purchasing agent.”
Part 4, Kicking Off the Proposal Process – A tactical overview of the types of documents you will need to create, find, and store, along with steps for setting up an in-house proposal center.
Part 5, Creating a Winning Response by the Volumes – Government proposals typically have three sections, or volumes. These cover a company’s proposed solution to the government’s problem and needs, the management approach, and cost and price information. Here, you will learn about these sections and how to best develop them.
Part 6, Starting and Remaining Strong After You Win (or Lose) – Whether you win or lose a contract there will still be much important work to do. When winning, a prompt and smooth transition must be made from the proposal team to the project team. If you do not get the bid, a thorough de-briefing is necessary to learn from mistakes so you can succeed next time.
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