How to Get Government Contracts: Have a Slice of the 1 Trillion Dollar Pie

This is a great book that lays out for the beginner how to go about CORRECTLY setting up a strategy to win government business. There are many companies out there that stumble their way into temporary success - and ultimate failure - because they have no set strategy for capturing business. This book lays out for the small business owner just getting started in government contracting what steps they need to take in order to get a slice of the pie, and how to go back for seconds.As a long-time Proposal Manager with an interest in this subject, I can only say that Olessia outlines from A to Z what works. Many people and companies approach capturing government business with a pell mell, lets "throw some mud on the wall and hope it sticks" approach to business development. They don't realize that while business development isn't rocket science, there is a structured approach that is sustainable, and that over time builds upon itself.The book is organized in a chronological fashion, and starts out asking the reader if they really want to get involved in government contracting. If, after going through the pros and cons the reader wants to continue, then Olessia lays out the critical steps you need to follow in order to be successful. Chapters 2 and 3 lay out the government business environment for the reader and the "baby steps" that one needs to take in order to develop the qualifications to actually win business on your own.Chapters 4 through 6 explain some of the necessary activities one needs to take in order to lay the groundwork for going out there and winning large contracts on your own. A good analogy for these chapters would be to think of a farmer preparing a field for spring planting - all of the things she discusses are necessary to reap a bountiful harvest in the fall. Chapters 7 and 8 both fall into the category of the macro and micro of government business development - they serve as a nice transition from the "macro issues" of preparing a field for planting, and the "micro" issues surrounding winning specific procurements.Chapters 9 through 12 are the heart of the book from my perspective as a Proposal Manager. She discusses the vitals and mechanics of putting together a good team and and compliant proposal. I can't stress enough how good this portion of the book is, and how important it is to follow the sound advice given! If you successfully negotiate the hazards of proposal development and start winning business, then Olessia's Chapter 13 - the final chapter - tells you how to sustain your momentum.I highly recommend this book. While much of it will seem rote to those readers who have long experience going after government business, reading through the steps will only help you. Several of the chapters have information in them that helps even those with experience can use. For instance, I got my start doing proposals because I was involved in competitive intelligence. Olessia lays out a large number of web sites and other FREE tools that one can use to gather intelligence. None of us are too old to learn. Even old timers can learn something new by picking up a copy of this book. Get a copy for your bookshelf and business partners...

Our company has been lightly involved with government business as a sub-contractor for years. This book is fairly current (2012) in a rapidly changing environment, comprehensive with excellent ideas and direction as to how to develop an overall plan to approach government business. It is direct, clear, credible and provides an excellent road map of all issues that must be faced in developing an effective plan. There is a lot to comprehend and many issues to consider when building a government business development initiative and this book provides an excellent start. It is rich with sites to visit to perform research and gather critical information. It provides great insight as to how the contracting process really works and how to participate effectively. It is light on providing direction to the sub-contractors but it is important to understand how the Prime's work in order to successfully approach them for teaming and/or sub-contracting work. The writing is very readable, understandable. Well worth the price.

I had the pleasure of participating in one of Olessia's workshops this past year at a national conference. Her presentation was so impressive that I wanted to access more of her work. I am a small business federal contracts consultant, and was very pleased with her information-packed book "How to Get Government Contracts". She covers most EVERYTHING contractors need to know on how to get into the federal contracts market. She infuses her book with practical advice whether you are a sole proprietorship just starting out, or a larger sized busines. She gives web site references, as well as software recommendations,and step-by-step guidance to help small businesses navigate the federal contracts world. This is a very well-researched all inclusive resource, and she packs a ton of information into her 253 page book. Well worth the investment.

We own our own business primarily doing work for the federal Government that has in business for over 10 years. I lead a majority of the business development effort, and as a result, I have a large library of reference books that support my efforts. Olessia's book is one of the most comprehensive available, and is useful enough that I not only have a hard copy, but also the kindle version that I have highlights in and can access on my iMac, Macbook Pro, and iPad if so desired. A worthy contribution to anyone's business development library, and a MUST for anyone starting out in small business contracting.

Very comprehensive, methodical and thorough walk through of how to win responses to RFPs. Great examples, graphics and suggestions with processes to ensure success!

Very interesting

Olessia shares her experience, secrets and practical tips for not only getting into the federal market space, but how to be successful at winning a piece of the pie for your company. She shows you how to continuing to grow that businee! A must read for all business development professionals.

Awesome book. I highly recommend it if you are involved in pursuing government contracts. I learned some things about JVs from this book that the contracting shop was unaware of.

Good.