Selling to the Federal Government Research Paper

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As a result many government contractors struggle to remain profitable over the life of their contracts. Third, the federal government requires contractors to create a Project Management Office (PMO) that acts as the coordination point of all activities. The PMO is a requirement in larger government contracting projects including the building of aerospace and defense vehicles and systems.

Recommendation

Despite the costs and challenges of selling to the federal government, the annuity-oriented contract renewals and the potential of becoming a prime contractor make the investment an attractive one. Many companies initially begin pilot programs that concentrate on selling a specific set of products or services that can be tailored and customized to the governments' needs.

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By taking a pilot-based approach, a company can minimize risk but also gain insight into how to better work with the federal government......

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