Ever since Congress created the Trade Agreements Act exemption to the Buy American Act, the U.S. Trade Representative has been able to use the purchasing power of the federal government as a lever in free trade negotiations.
Each month, an average of 115 companies apply to the General Services Administration to join the ranks of the 4,000-plus Schedule 70 contractors. This means that each month, more than 100 companies -- mostly small businesses -- are taking the very first steps to enter the federal IT marketplace.
Newcomers to the public sector inevitably ask: "What should my company do to be successful?" I usually respond by asking where the company has had success in the private sector. That's because government policy favors "commercial" products and services over those that are unique to the government.
Federal agencies talk "best value," but go with lowest price when they actually buy -- so say the many technology vendors voicing this complaint to me recently. Companies that pride themselves on delivering innovative products, services and solutions are frustrated by contracting officers who don't differentiate between one offering and another, except by price.
