It's common sense, but it's worth emphasizing: government buyers and program personnel (or "end users") want to feel comfortable with the people with whom they're doing business. As you deliver products and services effectively, they become more and more comfortable with you and keep coming back to you.

Generally speaking, government buyers -

• Abhor poor product quality or service performance because they reflect poorly on them. (Vendors behind such products or services go into the "bad vendor" file.)
• Want to do business with a vendor who makes life easier with no hassles, even if this means a higher price. (Such vendors go into the "good vendor" file.)
• Want to be dealt with in a truthful, straightforward manner.
• Want to be productive, play within the rules, avoid problems and get to the much-sought-after "next grade level."

We will discuss end-users, and the part they play in the sales process next week.

Richard White, a 43-year veteran of the federal marketplace examines the challenges faced by small businesses hoping to break into the federal market in his book "Cracking the $500 Billion Federal Market:  A Small Business Guide to Federal Sales."

Opt in to a new weekly e-mail series  by Richard White based on "Cracking the $500 Billion Federal Market"  and covering topics integral to vendors new to the government marketplace.  View topics covered, click here. 

The federal marketplace is not just for a select group of elite businesses; there are opportunities for everyone. Federal procurement officials must, by mandate, direct a portion of their annual purchases to various types of small businesses. If your company sells it, there's an excellent chance that the federal government buys it.

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Fedmarket has been helping companies win government business since 1995. We have been featured in the Wall Street Journal, the Washington Post, and other trade publications. Our customer testimonials speak to our competence and expertise in helping customers win federal business. We have been singled out by public and private organizations -- including the Small Business Administration and federally-funded Procurement Technical Assistance Centers -- as the most comprehensive government contracting resource in the industry. Our web site's free content includes informative newsletters on GSA Schedules, Proposal Writing and Federal Business Development.

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