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Doing business with the government has all too often been perceived as complicated and time-consuming. Additionally, many believe that government procurement is driven solely by low price with little or no priority given to quality or service. Such low or negative expectations inevitably turn the experience of selling to the government into an unfavorable one, leading many to abandon the market altogether. The overwhelmingly common reason for these perceptions and low expectations is a significant lack of understanding of federal customers, the structures of their organizations and their methods of procurement. The federal government is, and will continue to be, the largest consumer of goods and services in the world. The federal procurement environment, however, is in a state of major change. Ongoing events and trends in the government, such as agency restructuring, downsizing and budget battles, as well as sweeping procurement changes, have required many businesses to completely rethink their federal sales and marketing strategies. These profound shifts in the market provide unparalleled sales opportunities. In the long term, the winners will be those who stay the course, make the resource commitment, and establish and implement strategic programs that keep in step with these continuously changing market dynamics and customer needs. To compete successfully in a fluid procurement environment, businesses need expert, dedicated resources to fully manage the complex interactions among the driving forces. These forces include the GSA, DLA, civilian agencies, DoD, and regulatory groups. Together, these groups forge and propel federal contract policies and processes. Many companies, however, have found it costly and extremely difficult to understand the functions of these forces, how they fit into the process, and how to select the best contract channel strategy. More and more, companies are outsourcing their government contract activities to highly skilled organizations who have specialized knowledge and experience in federal procurement. Selbre Associates is such an organization. Consulting Service Areas
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