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Articles

  • 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: Agency Focus
    In the prior installment on selling IT to governments, we talked about business development, distinguishing "inside" from "outside...
  • Business Development -- Start with the Internet
    Firstgov.gov, is a search engine that organizes and centralizes federal agency information. It searches over 30 million web pages. It takes some rudimentary experience in web searching to use it properly...
  • Pricing Government Bids
    Pricing your bid correctly (or not) directly affects two fundamentally important areas of your business: (1) whether you win or lose the bid, and (2) whether you gain profit or suffer loss on the contract...