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by Steve Charles, David Perera
The Inside Guide to the Federal IT Market
Cover
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
Know the Rules and the Players
Start 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
Stand Up for Your Rights
SAFETY 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
Determining Country of Origin of a Product or Service
Domestic 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
Schedule Administration
Final 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
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Copyright
THE
Inside Guide
TO THE
Federal
IT
Market
DAVID PERERA | STEVE CHARLES
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