Anyone selling into the government market knows it takes time, patience and investment. The rewards can be great, both intangibly through satisfaction in serving the public good, and financially by winning contracts that can be stable and long term. But competing in this space is no small feat.
Its no longer enough to count on past performance, a low price and (for smaller businesses) a set-aside designation to give you the winning advantage. Correctly positioning and actively promoting your brand and your win themes has become equally important to standing out in a crowded market.
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