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Perhaps the most remarkable, day-after-day partnership program involves the federal government purchasing system that awards advantages to minority-and woman-owned businesses. The vast majority of the purchases found at www.eps.gov/spg/index.html are open to proposals from one of these firms. Almost none are qualified on their own to win any of this business because they are stacked up against industry titans with literally tens of thousands of employees and billions of dollars in cash on the balance sheet—lots of luck competing with that when you are a little newbie.[2] However, if they can attract the support of a partner with a name and set of resources widely recognized by the federal government, then they can win the business on the strength of their minority/woman-owned advantage and the resources of the large partner. As a matter of fact, you should always learn whether the government (state, local, and federal) could use your products. If so, find the right type of partner that would help assure you of winning the business and chase the opportunity.

[2] If you are intrigued, look into the weight and bearing of Science Applications International Corporation (SAIC) in doing business with the federal government. The government (state governments often have lookalike counterparts) is trying to “level the playing field.”


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