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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

ISBN
9781430301547
Publisher
Richard White
Published
November 2, 2006
Language
English
Pages
144
Binding
Perfect-bound Paperback
Interior Ink
Black & white
Weight
0.59 lbs.
Dimensions (inches)
6 wide x 9 tall
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