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Articles
- Trench Warfare in Federal Sales
People on the outside do not realize what goes on when contracts worth millions to billions of dollars are at stake. Sales efforts can be likened to trench warfare and the meek inherit very little... - Developing a Federal Sales Plan
How early should you identify a sales opportunity in the federal market? The answer is that an opportunity must be identified before anyone, including the customer, knows that an opportunity exists... - Business Development - The Key To Federal Sales
In an earlier installment we said that you will chase your tail if you lack a laser-like focus in the federal market. Business development is the process used to identify potential buyers (end-users and official buyers) for your product or service... - Is Obama Trying to Harm the Federal Contracting Industry?
Politically and philosophically, yes. Intentionally and in practice, no. After all, we are voters too. For both political and philosophical reasons, the new administration is trying to return highly visible work to the appropriate federal agencies...
