About Us

Federal Marketing Tools Inc. is a Washington, DC-based firm dedicated to assisting federal contractors win new business.  We understand the key to success is giving sales people the skills and tools for the unique federal market.  There is no other market like it in the USA – none!   Commercial business is based on individual state contract laws which do not apply to federal procurement.  Instead, Congress passes 100+ laws annually dictating how federal agencies can spend money.  These laws embed social and political preferences in the federal procurement process.  The body of law for federal procurement is called Federal Acquisitions Regulations (FAR).  Understanding the FAR is the starting point for success in the Federal Market.

Tom Munson


President

From 2004 to 2014 Tom Munson was Director – Federal Business Development at Williams Scotsman, Inc., the largest provider of modular buildings in North America with $550M in annual revenues and 72 branch offices. Tom directed government programs, strategic planning, federal contract compliance, product development, and created and led nationwide training on the federal sales process while achieving sales and gross margin goals in the federal market.

While Williams Scotsman had never exceeded $9M in federal revenue in any year of their 45-year history, under Tom’s leadership federal revenue grew to an average $32M annually for 10 years.

The growth took place with the same salespeople and the same products.  The difference was the salespeople were provided the skills and tools to be successful in the federal market.

 

 

Prior to Williams Scotsman, Tom Munson held a similar federal business development position as Manager-Government Accounts Division with CORT Furniture Rental, A Berkshire-Hathaway Company, that leases furniture nationally through 51 District Offices.  In the final 2 years, federal revenues grew from 4% of national office furniture services to 25% of national office services revenue.  He developed programs such as early blitz of TSA which yielded CORT’s second largest customer with over 600 purchase orders, weekly prospecting at Department of Homeland Security nationally uncovered numerous long-term contracts, ½-day training in each District Office with a sales blitz of military installations yielded major new customers, and National Federal Teleprospecting Day held quarterly nationwide with inside/outside sales reps spenting a ½-day telemarketing government executives and procurement managers for new business.