Artifact Details

Title

Government Professional Services (GPS) workshop : session #2 : selling to the federal government

Catalog Number

102742921

Type

Text

Date

2009-03-31

Contributor

Bannister, Dan, Participant
Bergin, Thomas (Tim), Participant
Bersoff, Ed, Participant
Ceruzzi, Paul E., Participant
Culver, Walt, Participant
Grad, Burt, Moderator
Grier, David, Participant
Gutkowski, Stan, Participant
Huntzinger, Judy, Participant
Jerger, Doug, Participant
Johnson, Luanne, Participant; Editor
London, Jack, Participant
Plouffe, Bob, Participant
Shelton, Wayne, Participant
Toups, John, Participant
Yost, Jeffrey, Participant
Young, Dan, Participant

Publisher

Computer History Museum

Place of Publication

Falls Church, Virginia

Extent

35 p.

Format

PDF

Copyright Holder

Computer History Museum

Description

The first part of this session concludes the review of the early history of three of the participating companies. Then the session covers the market positioning and strategies of the Government Professional Services companies. What specific markets did they pursue and why? What were their marketing approaches? How did they build relationships with their principal customers? What kind of projects did they look for and why? Did they have many sole source projects? How did they prepare their proposals in response to RFPs? How did they price their services? What was their approach to the contracting process? What was the structure of their marketing and sales organization?

Category

Transcription

Subject

Accenture; Aerospace Corporation; Andersen Consulting; BDM International; Bersoff Technology Group (BTG); Bowsher, Chuck; CACI; Center for Naval Analyses; Clinger-Cohen Act; Commerce Business Daily; Competition in Contracting Act; Computer Sciences Corporation (CSC); Culver, Walt; Defense Contract Audit Agency; DynCorp; Federal Data Corporation; Federal Sources, Inc.; Government-wide Acquisition Contracts; GTSI Corp.; INPUT, Inc.; Karr, Herb; Krueger, Robert (Bob); Kennedy Space Center; MAC-PAC; MITRE Corporation; NASA; PRC; Spacek, Leonard; World Wide Military Command and Control System (WWMCCS)

Collection Title

Oral history collection

Credit

Software Industry Special Interest Group

Lot Number

X5323.2009