DocumentCode
1399730
Title
Strategies for business development in the federal marketplace
Author
Adkins, Bruce ; Daley, Jack
Author_Institution
Camp Dresser & McKee, Fairfax, VA, USA
Volume
31
Issue
2
fYear
1988
fDate
6/1/1988 12:00:00 AM
Firstpage
57
Lastpage
64
Abstract
Opportunities for high-technologies firms to establish a business base in the federal marketplace are considered. It is argued that a carefully planned, well-executed, comprehensive approach is required to overcome the complexity of the government´s buying process. A process is suggested that the authors believe will not only help navigate around the many pitfalls, but will lead directly to the best marketing options and will establish the inside relationships needed to win new business.<>
Keywords
commerce; marketing; business base; business development; buying process; federal marketplace; government; high-technologies firms; inside relationships; marketing options; Business; Consumer electronics; Government; Industrial relations; Management training; Marketing and sales; Marketing management; Navigation; Proposals; Solids;
fLanguage
English
Journal_Title
Professional Communication, IEEE Transactions on
Publisher
ieee
ISSN
0361-1434
Type
jour
DOI
10.1109/47.6925
Filename
6925
Link To Document