Public Sector Tips for Serving the Public Sector

Accounting Technology,  August, 2006  

• E-mail
• Print
• Link

Serving the public sector undoubtedly presents challenges that greatly differ from the commercial sector. To help those resellers and consultants better serve this market, observers have provided a few quick tips. Be patient. The sales process takes longer in the public sector-about six to eight months, compared with three to four months for not-for-profits and one to two months for commercial businesses.

Effectively use CRM tools. Because the close cycle takes longer, and it is likely a provider will have several projects in the pipeline, follow-up is critical. Be dedicated. Sources agree that in order to successfully serve the public sector, one must be fully dedicated to the sector, and not "just dabble." Be knowledgeable. Having knowledge of how the public sector works and the language used is key to earning their trust and understanding their ...