The Public Sector: A Slow, Profitable Market

Accounting Technology, August, 2006 by Antoinette Alexander

For resellers, serving the public sector is a challenge that requires patience, routine follow-up, patience, flexibility, patience, dedication, and, in case, it wasn't mentioned earlier, patience, in order to succeed. There is no doubt that the biggest hurdles facing a reseller or consultant who serves this market are the long close cycles and the rigorous sales processes, according to Maureen Williams, president of Applied Business Services, a Gaithersburg, Md.-based VAR that specializes in government and nonprofit clients.

"In the public sector, there are more approvals to get and the decision-making process often stretches out. The bidding process is lengthy and complex, and generally requires a formal request-for-proposal process," Williams says. "Once the bid has been...

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