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Articles

  • Alliant: Better Late Than Never
    Editor's Note: The Alliant Small Business procurement questions and answers were published this week at FedBizOpps and the due date for proposals remains November 17, 2006...
  • Report from the GSA Expo, San Antonio, TX 2006
    GSA Schedule holders, GSA employees, government buyers and end users descended upon San Antonio, TX the week of May 14, 2006 for the GSA Expo...
  • Running into Old Friends in City Procurement While Teaching in Michigan
    A funny thing happened to me in Warren, Michigan, during the break of my Winning Government Business class for Detroit at the end of September of 2004...
  • Getting Embedded in Government Sales Circle
    One of the keys to success in the government is to develop a strong relationship at an agency. My contention is to take it another step: you need to become not just an insider, but embedded...
  • If You Think There's Red Tape, Check Out What Leaders in the Military Think
    A recent October 19, 2005 article, written by Frank Tiboni and published in FCW.com, entitled "DOD Acquisition Under Fire," reports that numerous leaders in the military have called for change and innovation to fix a growing problem...
  • Selling IT: Introduction to the Government IT Sector
    Governments at all levels are becoming citizen-centric in delivering services, e.g., developing Internet portals that provide single points of entry for citizens and businesses...
  • Selling IT: Sales and Marketing Basics
    Company managers new to government sales often view governments as bureaucratic bodies from another world, imbued with strange and mysterious procurement rules, rules designed to confuse and even intimidate...
  • Selling Open Market Items
    In past installments we talked about how a contracting officer who wants to buy off the GSA Schedule will sometimes choose to issue requests for quotes (even though the FAR doesn't require it) when: She's not quite convinced yours is the best soluti...