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Articles

  • Agency Uncovered
    When I taught "Winning Government Business" and "Selling to the Government" this week, I found there was an interesting trend in the attendees...
  • Selling IT: Teaming to Win Government IT Sales
    Government buyers often look for "complete solutions" off of multiple award schedule contracts, such as the General Service Administration's Federal Supply Schedules (FSS)...
  • Blanket Purchase Agreements
    A blanket purchase agreement (BPA) is a simplified acquisition method that government agencies use to fill anticipated repetitive needs for supplies or services. Essentially, BPAs are like "charge accounts" set up with trusted suppliers...
  • Other Government Transactions
    When people speak of "government contracting" or "doing business with government," there is the tendency (and we’re as guilty of this as anyone) to equate such terms with "government procurement," as if they’re all one and the same...