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Articles

  • 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...
  • Commercial Gaining, Milspecs Waning
    Ever hear about that 25-page military specification for chocolate chip cookies? It described more detail than you can imagine about what the cookie had to taste like, look like, etc...
  • Squeezing the Procurement Sponge: IDIQ Contracts Limit Competition within the Rules
    This in the first in a series of six (6) newsletters about federal Indefinite Delivery/Indefinite Quantity (IDIQ) contracts and their growing importance in the federal market...
  • Acronym: IDIQ Contract
    Companies new to the federal market often find the alphabet soup of acronyms like IDIQ to be madly confusing. As defined by Wikipedia and shortened here: IDIQ is a contracting acronym meaning Indefinite Delivery Indefinite Quantity...