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Miller Heiman Explores the Role of Relationships in Government Selling

RENO, NV -  December 15, 2006  -   Selling to the World's Largest Customer - the U.S. Government goes beyond red tape requirements to explore the role relationships play in successfully navigating the process. An interview article, it presents views from senior VPs Mark Skinner and Joe LaPilusa who both brought to the table extensive government selling experience.

This white paper from Miller Heiman acknowledges the fact that the government market is a tempting target for selling organizations because of the scope of the opportunity. The government always has a need. It remains relatively stable even in economic downturns, and the sheer size of the public sector offers many attractive benefits. Still, many are intimidated because of the complexity of the selling process.

Skinner explains that the selling fundamentals are the same, but what makes selling to the government different is the fact that most of the sales are more complex in terms of the number of buying influences involved. That, combined with regulatory and federal acquisition regulations, adds a layer of complexity.

Beyond the red tape, however, selling to the government is as much about relationships as it is about requirements. According to LaPilusa, "you have to build relationships with target agencies early so you can understand the challenges of that agency and provide suggestions for solving their problem using white papers or other techniques that may influence the RFP." 

To read the full article go here.

About Miller Heiman: The Sales Performance Company

Miller Heiman is a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.