Rolling the Dice in DC

eBook (PDF), 144 Pages
(1 Ratings)
Price: $12.54
"Rolling the Dice in DC" explains the federal sales game and how it is played in the real world. The market is insider dominated partly out of necessity and partly because procurement rules are outdated. The book is written for managers and sales people, not contract administrators. It describes the day-to-day dogfight of competing and winning in the federal market. Newcomers to the market may be discouraged by some of the topics and truths discussed. Read it if you want to know the good, bad, and the ugly of the federal market, what it takes to enter the market, and the potential returns. The book is not for you if you only want to know how to pick low-hanging federal fruit and whether there is a magic bullet for entering the federal market. The focus is selling, not how to comply with federal red tape and administer federal contracts. The author is the CEO of and has more than forty years of experience in selling to the federal market.
Available in PDF Format

Ratings & Reviews

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Lulu Sales Rank: 300230
2 People Reviewed This Product
  • By susjuly
    Oct 15, 2009
    "Very Informative" So much imformation, best buy
  • By Brian G. Jones
    Feb 24, 2007
    "Rolling the Dice in DC: How the Federal Sales Game Is Really Played" By Richard White Immediately, the name captured my attention, because for years, our firm has been interested in the opportunities available in the government sector. We even landed a few contracts, but have never been able to convert to multiple year contract opportunities. Our proposal conversion average was really in a slump. We knew we needed to get on the GSA schedule. White’s book clearly and succinctly lays the cards on the table in a book that is refreshingly easy to read unlike the daunting tomes we’re used to. “Rolling the Dice in DC” delivers the information in bite-sized chunks so that when I put the book down, with my busy schedule, I don’t have to re-read the book to get back in-sync. The book gave clear explanations for the myths and the realities of doing business with the federal government. “Rolling the Dice in DC” put our past performance and relationships in perspective and gives us... More > hope for future potential earnings. A key revelation for us was clarifying the reality and importance of continually selling to the end user in addition to the contracting officers prior to the announcement of RFPs. We could see that it’s no different than commercial selling. In addition, White spices the book with good humor, recounting a familiar scenario and then (tongue-in-cheek) interpreting the real driving undercurrents of the situation. White’s book gave us more confidence to roll the dice, because we now understand the rules of the game. Brian< Less
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Product Details

Richard White
October 1, 2011
File Format
File Size
424.82 KB
Product ID

Formats for this Ebook

Required Software Any PDF Reader, Apple Preview
Supported Devices Windows PC/PocketPC, Mac OS, Linux OS, Apple iPhone/iPod Touch... (See More)
# of Devices Unlimited
Flowing Text / Pages Pages
Printable? Yes
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