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Not All Government Customers Are Created Equal

January 4, 2019 | Business Development, Government

Photo by dpbirds on Flickr When I first started doing business with the Federal government, I assumed they were one customer. Since they all followed the same rules, why wouldn't the process of winning business be the same, right? However, after I participated in some procurements, I found this not to be the case. Even each agency has different customers within their organization. In my experience, they are not all equal in the sense of being a good fit for the goods/services we were selling or our company's vision. I have listed below some experiences that showed me we were not a good…

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MYTH: Government agencies always award contracts based on price alone. Lowest price always wins.

FACT: While some contracts are awarded to the lowest bidder, government agencies also make awards based on the best value which includes trade-offs between the ability to perform the work, quality, past performance, and price.

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