Federal

Delving Into the Public Sector with Pat Morrison

This month I am changing up my interviews to include a “man in public sector”, Pat Morrison. Pat has a long, diverse history in his...

Women in Public Sector – Eileen Kent, Federal Sales Sherpa

Eileen has a long career of selling to the Federal Government, has owned her own consulting company for over 10 years, and is known as the F

Delving into Public Sector - MythBusters #3: 4 Myths Surrounding Pricing to the Federal Government

As we continue busting through some of the many myths surrounding selling to Public Sector, especially the Federal Government, in this edit

Delving Into Public Sector: MythBusters #1

While debating what would be the next topic to address in this column, I decided we could all benefit from a “Myth Busters” version of...

Delving Into Public Sector

I do not know how it is June already, but for those of us who sell to the Federal Government, June means we are in the home stretch of...

February 2022 - Delving Into the Public Sector

We have talked a lot about planning and targeting contracts that your organization wants to be on, but as I was driving the other day I...

August 2021 - Delving Into Vertical Markets

As with any vertical market, GSA has some unique aspects that are important to know when pursuing business with federal government...

May 2021 - Delving Into Vertical Markets: Tips & Tricks for Being Successful

As you are determining whether or not to focus on a vertical market, there are many things you should consider, but today I want to hone...

April 2021 - Vertical Markets: Tips & Tricks for Being Successful

Through this column I hope to impart some of the wisdom I have learned in the 26 years I have been in the furniture industry and...