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Articles

  • GSA Schedules and the Prime Contractor Market
    As dictated by federal law, prime contractors subcontract over twenty percent (20%) of their business. Billions of dollars of subcontracted products and services are bought annually in this market (e.g...
  • People and the Federal Sales Process
    As we have mentioned repeatedly in this series, people drive the federal sales process. The very lowest level in the proverbial food chain is you (the commission-hungry, federal salesperson and your revenue-starved boss)...
  • Women-Owned Business Contracting
    Congress has established a 5-percent government-wide goal for awards to women-owned small businesses (WOSBs). Yet year after year, federal agencies fail to meet this goal. In fact, in 2001, the government awarded just 2...