Title
Government Professional Services (GPS) workshop : session #2 : selling to the federal government
Catalog Number
102742921
Type
Document
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?
Date
2009-03-31
Contributor
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Bannister, Dan, Participant
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Bergin, Thomas (Tim), Participant
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Bersoff, Ed, Participant
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Ceruzzi, Paul E., Participant
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Culver, Walt, Participant
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Grad, Burt, Moderator
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Grier, David, Participant
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Gutkowski, Stan, Participant
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Huntzinger, Judy, Participant
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Jerger, Doug, Participant
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Johnson, Luanne, Participant; Editor
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London, J.P. (Jack), Participant
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Plouffe, Bob, Participant
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Shelton, Wayne, Participant
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Toups, John, Participant
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Yost, Jeffrey, Participant
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Young, Dan, Participant
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Publisher
Computer History Museum
Place of Publication
Falls Church, Virginia
Extent
35 p.
Format
PDF
Copyright Holder
Computer History Museum
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
