Via GovLoop by Joshua Ladick
Unless you fully grasp your buyer , and their motivations, then you may struggle to sale to them. This holds true in the federal market. Contracting Officers and Procurement Specialists follow the greatest rulebook ever when it comes to procurement guidelines. There is seriously so much “Red Tape” that I am now amazed that the government even spends money as fast as they do. This is done because of clever pass-throughs like GSA Contracts and other Multiple Award Schedule options.