[112116] in Zephyr_Bugs
Federal Market Opinions: Small Businesses and Federal Buyers
daemon@ATHENA.MIT.EDU (Fedmarket)
Tue Apr 29 17:50:11 2008
Date: Mon, 28 Apr 2008 03:20:55 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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Federal Market Opinions: Small Businesses and Federal Buyers </b>
<p>Like politicians, federal buyers want small businesses to participate in the federal market. But again, for practical reasons their desire is general, not specific. Federal buyers want to use businesses that they trust to avoid the risk (real or perceived) of something going wrong when taxpayer dollars are being spent. Larger, better-known companies tend to make federal buyers more comfortable in this arena. Once in the door, smaller businesses often have the ability to support buyers with more individualized service. This helps them achieve the ultimate goal-to become an entrenched entity in the bureaucracy. However, the more entrenched small businesses become, the less time available for sales to others and the less buyers wants to refer them to others because they want to capitalize on their limited capabilities.
<p>So small businesses need to sell harder and recognize their Catch 22 position.
<p>Your comments on Fedmarket.com Opinions are welcomed. Please contact:<br>
<a href = "mailto:rjwhite@fedmarket.com">rjwhite@fedmarket.com</a>.
301.908.0546
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