The previous installment discussed the motivation of politicians in
the federal purchasing process. This installment looks at the
motivation of prime contractors.
The motivation of prime contractors is simple; their bottom
line. Appeal to it and they will do business with you in a heartbeat.
Responsibilities of Prime Contractors
- Sell business
- Perform well so they will sell more business
Primary Motivation
- More contract dollars
- Controlling the customer relationship
Not Motivated To:
Subcontract with companies that do not bring contract dollars or threaten customer relationships
Prime contractors would love to do business with you. The
federal government sets small business goals and the prime contractors
try to meet them. Show them how you will increase their profits and you
will be welcome. Remember what motivates us all; bring them business.
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"Rolling the Dice in DC" by Richard White
The Definitive New Book on Federal Sales
Sales Wisdom from a Long Time Player in the Federal Sales Game
Learn more
Price: $22.00 (includes shipping) Buy Now! |
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