Browsing All posts tagged under »Selling to the Government«

Supply Chain Finance (Part 2) Efficiency Over Financing: A 30 Year Public Sector Executive Provides His Take On Supply Chain Financing

March 2, 2011


No, this is the “cost” of doing business with the government. B2G is NOT for everyone and there are no guarantees that after 19.5 months business will occur.  There are resources to help companies long the way, though: PTACs, SBDCs and SCORE are all excellent – see links below.  Like any market niche, there are […]

Supply Chain Finance (Part 1): How do governments finance suppliers when their own credit worthiness is in question?

February 17, 2011


One of the first things the government seems to have accepted is that, at least in part, the answer to the problem of SME access to better channels of credit is going to have to come from somewhere other than just tapping the big banks as in the past. from the November 8th, 2010 article […]

This Month the PI Window on Business Featured Author is Government Procurement Expert Mark Amtower

January 31, 2011


Mark’s new book “Selling To The Government: What It Takes To Win In The World’s Largest Market” has already gained significant traction for its insightful and yes even surprising revelations regarding public sector procurement. Often referred to as the “Godfather of government marketing,” Mark Amtower is credited for mentoring hundreds of current B2G marketing professionals […]

From the American Express Study to The Usual Suspects and the Estimated Cost of Doing Government Business Amtower Delivers Powerful Insights

January 11, 2011


Besides referring to this current period in the above video as “one of the scariest times in recent memory” relative to being on the front lines of government procurement, Mark Amtower delivered a number of very interesting insights during this afternoon’s broadcast as he both explained and quantified the cost of pursuing business with the […]

IACCM’s Cummins drives home the importance of relationships and why Bradt’s and Amtower’s new books are needed and timely

January 5, 2011


In today’s Commitment Matters post (The Purpose Of Negotiation) Tim Cummins opens with the statement that “Many of us use the term ‘negotiating’ in a generic form, giving little thought to the variations in approach that are demanded by different circumstances.” In this succinct and seemingly simple statement Tim sums up the basis for the monumental […]

You can’t legislate skill sets!

November 3, 2010


As is the case with any writer, it is never my intent to seek agreement or consensus but to stimulate intelligent and therefore meaningful discussion.  Based on the response to yesterday’s post “Is Google’s recent suit against DOI based more on an entitlement mindset or a misguided understanding of transparency?,” this objective was achieved and then […]