To make sure all bidders are on the same page, decision-makers within the government define VFM for each of their projects. VFM, value for money, always includes metrics in terms of the 5 E’s: economy, efficiency, effectiveness, equity, and experience. Let's take a closer look at how your firm can use these metrics as a guide when pitching public sector projects.

When selling to state and local governments, or education, you have two main options: will you sell directly to the customer or will you sell indirectly by going through a partner channel? Direct sales strategies may be faster and easier to pull together, but indirect sales strategies increase your chances of success when pitching your project to the government.

In the past couple of years, Californians are moving to Texas in record numbers. How does that affect doing business with the government in either state? Read on for our industry-insider insights.