| Description |
1 online resource |
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data file rda |
| Note |
Title from title screen. |
| Bibliography |
Includes bibliographical references and index. |
| Contents |
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 |
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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 |
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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 |
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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 |
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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 |
| Summary |
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. Whethe. |
| Subject |
Administrative agencies -- Information technology -- United States -- Management.
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Information technology -- United States -- Finance.
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Administrative agencies -- Information resources management -- United States.
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Public contracts -- United States.
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Government purchasing -- United States.
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Technologie de l'information -- États-Unis -- Finances. |
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Administration publique -- Gestion de l'information -- États-Unis. |
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Administrative agencies -- Information resources management |
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Government purchasing |
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Information technology -- Finance |
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Public contracts |
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United States |
| Added Author |
Charles, Steve. Author.
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| ISBN |
9781567263763 |
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1567263763 |
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1567263755 |
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9781567263756 |
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