Overview

Who Should Read These Books?

  • Sales people learning how people actually buy for their organizations.
  • Operations people decoding the mystery of how work is won.
  • Business developers motivating their operations people to play an active role in winning large contracts.
  • Executives required to forecast results based on understanding which variables predict success

Books

How to Play The Federal Contractor Game to Win

The Unwritten Axioms

About How to Win…

  • 15 keys for understanding the game
  • 24 methods to get your message through to buyers
  • 27 ways to exert influence
  • 11 strategies to make your customers more successful
  • 12 tactics to defeat your competitors
  • 24 easy exercises to build your business muscles
Illustrated with 35 cartoons to drive each point home.

More Solutions for Winning the Federal Contractor Game

Practical (and humorous) advice from the front lines.

About More Solutions…

  • 20 easy ways to make a difference.
  • 21 techniques for improving your listening
  • 18 personal barriers you can overcome
  • 21 skills you should work on to
  • 21 sharpen your business reflexes
  • 15 things you need to know to excel at the game
  • 15 pointers that will improve your proposals
  • 15 exercises to turn ideas into habits.
Illustrated with 118 cartoons to drive each point home.

“David’s been teaching his Axioms to my people since 1999, resulting in hundreds of millions of dollars in wins. He gets people to understand the basics of business development better and faster than anyone I have met in my 25 years in the business.”

JOHN SUTTON

Chief Operating Officer

KeyW Corporation

“David Kritzer’s new book—How to Play the Federal Contractor Game to Win—will become an extremely helpful resource to small business entrepreneurs, business developers, and capture managers along with project managers and proposal managers. The book’s refreshingly conversational coverage of basic—but definitely not simple—topics centers on selling support services to the U.S. Government. Years of field-tested wisdom and in-depth reflection on human attitudes and behaviors shine through in this slim volume that can be read in its entirety on a single airplane flight. However, genuinely implementing the guidance that is readily provided is a different matter altogether. That will require the day-to-day diligence and commitment of an entire career. Keep re-reading this book—it will keep you focused in the right directions for sustained success.”

ROBERT S. FREY MBA, MSM, M.A.

Principal

Successful Proposal Strategies, LLC
a woman owned company

About David Kritzer

35 years’ experience assisting business enterprises to increase their sales through training, advertising, and other marketing activities. Created and delivered customized training to move organizational cultures to be more customer-responsive and sales-driven.