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Articles

  • The Similarities and Differences Between Commercial and Government Sales
    Most people outside Washington, D.C., view the federal market as strange and unique. The truth is, it is and it isn't. On the sales side, the federal market is identical to the commercial market...
  • Get Your GSA Schedule Now Before it is too Late
    In previous installments we stated that GSA Schedules are the sales closing mechanism of choice for small businesses. They are always open for bid and they cover all major industries; two critical characteristics unique to GSA schedules...
  • 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...