As competition for contracts with U.S. federal government agencies increases, companies that seek to maintain or increase their government sales may set their sights on states instead.
Indeed, this may already be happening: for one thing, more than 500 people attended the “How to Market to State Governments” conference held in March by the National Association of State Procurement Officials (“NASPO”), a record for the event.
While seeking new business opportunities is generally a good thing, contractors accustomed to the way things work at the federal level should understand that state-level procurements can be a very different game. Bid protests at the state level can be especially tricky, not only for disappointed bidders, but for awardees as well. Contractors should take certain proactive measures when participating in state-level procurements to secure their chances for award.
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