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The Complete Idiot's Guide to Getting Government Contracts by John C. Lauderdale

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Chapter 1
Critical Elements of Success
In This Chapter
• Bidding: who can and should
• The three playing fields: federal, state, local
• Fitting government contracts into your strategic plan
• The importance of top management involvement
• Financial staying power
• Practicing patience
Close your eyes, and think about your company’s best customer or handful of customers. What do they have in common? Are they long-standing clients who send a steady stream of good business your way? Do they pay on time? Does “net 30 days” really mean 30 days to them, not 60 or 75? Are they rock-solid and stable, with good credit ratings and not likely to go into liquidation before honoring your invoices? Are they open in their communications, sharing news of opportunities ...

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