Create Strong Relationships with Government Customers
Your first and most important task in capturing and winning federal contracts is to get the customer to want to do business with you. This chapter shows you how to create strong and lasting relationships with government customers, while considering the rules of interfacing with government personnel that you don’t want to break at any cost. It also guides you through the process of gathering information from customers to gain insights into their written and unwritten requirements. This will help you understand what keeps them up at night and what influences their buying process.