Skip to main content
SpringerLink
Log in
Apress
Book cover

How to Get Government Contracts

Have a Slice of the 1 Trillion Dollar Pie

  • Book
  • © 2012

Overview

Authors:
  1. Olessia Smotrova-Taylor
    View author publications

    You can also search for this author in PubMed   Google Scholar

  • How to Get Government Contracts is an insider's view of how to get a piece of the $1 trillion the U.S. government spends each year on contracts and grants--and how to build a business selling goods and services to the government.

This is a preview of subscription content, log in via an institution to check access.

Access this book

Log in via an institution
eBook USD 44.99
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book USD 59.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Other ways to access

Licence this eBook for your library

Institutional subscriptions

Table of contents (13 chapters)

  1. Front Matter

    Pages i-xiii
    Download chapter PDF

  2. How Lucrative Is Government Contracting—and How Tangled Is the Red Tape?

    • Olessia Smotrova-Taylor
    Pages 1-25

  3. Get Started in Government Contracting

    • Olessia Smotrova-Taylor
    Pages 27-53

  4. Break into the Federal Arena Without Breaking Your Neck

    • Olessia Smotrova-Taylor
    Pages 55-77

  5. Win Procurements Before They Go Public

    • Olessia Smotrova-Taylor
    Pages 79-90

  6. Create Strong Relationships with Government Customers

    • Olessia Smotrova-Taylor
    Pages 91-107

  7. Intelligence Gathering

    • Olessia Smotrova-Taylor
    Pages 109-125

  8. Develop a Win Strategy

    • Olessia Smotrova-Taylor
    Pages 127-139

  9. Identify and Analyze Your Competition

    • Olessia Smotrova-Taylor
    Pages 141-161

  10. Create a Team That Compels the Customer to Select You

    • Olessia Smotrova-Taylor
    Pages 163-181

  11. Prepare a Solution Before the Request for Proposal

    • Olessia Smotrova-Taylor
    Pages 183-196

  12. The Race Is On: Get Ready to Write a Winning Proposal

    • Olessia Smotrova-Taylor
    Pages 197-219

  13. Wrangle the Nitty-Gritty of Proposal Details

    • Olessia Smotrova-Taylor
    Pages 221-240

  14. You Have Won a Few Proposals—Now What?

    • Olessia Smotrova-Taylor
    Pages 241-253

  15. Back Matter

    Pages 255-273
    Download chapter PDF
Back to top

About this book

How to Get Government Contracts demystifies the process of how a company can enter the government market, win its first and subsequent contracts, and then grow itself into a multi-million-dollar government contractor within a couple of years. It offers an insider’s view into the latest best practices that government contractors use to succeed in an increasingly competitive market, and it shows exactly how your company can apply these techniques to build a strong business. 

Many companies venture into the government market with a certain naiveté and pay a hefty price to find out that there is much more to winning a contract than writing last-minute proposals in response to publicly posted solicitations. To stop the bleeding of precious resources, they need to step back to learn how professionals win business in the federal arena. This book shows you how to find, for example, the best potential customers and opportunities for your company. It also explains the secret to winning consistently by conducting pre-proposal preparation (also called "capture") and practicing a disciplined, process-based approach to proposal development.

This book provides a recipe for winning government contracts over and over again, the way seasoned government contractors do it. After reading this book, you will know exactly what to do to position your company to win a government proposal before a solicitation becomes public, including building customer relationships, gathering intelligence, developing a "win strategy," performing competitive analysis, selecting the best teammates, and developing a solution. As a result, you will apply professional techniques to organizing your proposal effort, outlining a proposal document, and writing RFPs that persuade evaluators to award the contract to you.

About the author

Olessia Smotrova-Taylor, AF.APMP, president and CEO of OST Global Solutions, Inc., has 18 years of experience in business development, communications, and marketing, including 12 years in contract capture and proposal management. She led winning bids for four out of the five top government contractors, winning more than $19 billion over the course of her career. She consults and teaches others how to get contracts with the government and large commercial organizations, as well as developing processes, tools, and Bid & Proposal Academy courses that enhance business developers abilities to win business. She serves as the President of the Association of Proposal Management Professionals (APMP) National Capital Area Chapter. She is recognized as an APMP Fellow for her contributions to the field of capture and proposals the highest honor in the business development profession. Prior to supporting a number of Fortune 500 companies and small businesses as a proposal consultant and growing her own company, she worked as a business developer for Raytheon and Lockheed Martin and wrote for the Financial Times of London.

Bibliographic Information

  • Book Title: How to Get Government Contracts

  • Book Subtitle: Have a Slice of the 1 Trillion Dollar Pie

  • Authors: Olessia Smotrova-Taylor

  • DOI: https://doi.org/10.1007/978-1-4302-4498-1

  • Publisher: Apress Berkeley, CA

  • eBook Packages: Business and Economics, Business and Management (R0), Apress Access Books

  • Copyright Information: Olessia Smotrova-Taylor 2012

  • Softcover ISBN: 978-1-4302-4497-4Published: 28 November 2012

  • eBook ISBN: 978-1-4302-4498-1Published: 30 January 2013

  • Edition Number: 1

  • Number of Pages: XIII, 288

  • Topics: Business and Management, general

Publish with us

Policies and ethics

Back to top

Search

Navigation