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The Perfect Gift

The Perfect Gift: 4 (Allowable) Gifts to Give to Your Federal Prospects and Buyers at Fiscal Year End

Easy, powerful, ways to build trust and pWIN all year long At the end of the fiscal year, and all year-long, really, Federal buyers need ways to come to know, like and trust you. In a previous post, I covered the most important of those ways—The 12x Factor: How to Close More Federal Contracts at Fiscal

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How to Become the Federal Vendor Buyers Trust—and Choose Again

Trust is the most valuable currency in federal contracting—and it’s what sets winners apart. Before a buyer chooses your company, they need to believe you’re reliable, responsive, and aligned with their mission. In this post, you’ll discover practical, often-overlooked ways to become the vendor Federal buyers trust—long before an RFP ever appears. Whether you’re pursuing new agencies or deepening relationships in your current footprint, these tips will help you show up with confidence, build credibility, and lay the groundwork for growth. Stop guessing what buyers want to see. Learn what truly builds trust, and how to become the vendor they turn to when it matters most.

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low hanging fruit in government contracts

How to Win Low-Hanging Fruit in Federal Contracting

One evening after I gave a presentation, someone asked me, “Where is the low-hanging fruit in Federal contracting?” Then, I told them confidently, “There’s no such thing.” I was so wrong! There is plenty of low-hanging fruit in the Federal market! Micro-purchases (up to $10,000), and simplified acquisitions (as much as $250,000 and sometimes even more),

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