Selling to the government: what it takes to compete and win in the world's largest market

INDICE: Foreword: Phil Bond. Preface. Acknowledgments. Chapter 1. What It Takes to Play: Tips and Caveats for Chief Executive Officers, Boards, and Others Looking for Shortcuts. Chapter 2. How the Government Buys. Chapter 3. Determining Where You Fit: Prime Contractor, Subcontractor, GSA Schedule, Open Market, or All of the Above. Chapter 4. Infrastructure Issues: What Your Company Needs to Succeed. Chapter 5. Aligning Marketing, Sales, and Business Development. Chapter 6. The Power of Relationships. Chapter 7. The Myth of the Level Playing Field: How Small Businesses Can Play. Chapter 8. Differentiation Is the Key. Chapter 9. Execution. Chapter 10. Building Momentum. Chapter 11. The Missing Link: Web 2.0 Tools. Chapter 12. Final Thoughts on Staying on Top of the Game and Becoming a Government Market Master. Appendix 1. Glossary of Common Government Terms. Appendix 2. Resources. Appendix 3. Advice from Industry Experts.About the Author. Index.

• ISBN: 978-0-470-88133-0
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 234
• Fecha Publicación: 30/12/2010
• Nº Volúmenes: 1
• Idioma: Inglés