In this episode of GovTech Today, hosts Russell Lowery and Jennifer Saha delve into the complex world of terms and conditions (TNCs) in government contracting. They explain what TNCs are, their purpose in mitigating risk for the government, and how they affect different types of contracts. The discussion highlights how these TNCs often pose challenges for large companies, leading to opportunities for smaller resellers willing to accept risks. They also talk about the negotiation process, the role of resellers, and offer advice for companies looking to do business with the state. The episode underscores the importance of understanding and navigating TNCs to successfully engage in government contracts.

00:00 Introduction to GovTech Today

00:22 Understanding Terms and Conditions

00:58 Risk in Government Contracting

02:20 The Role of Resellers

03:38 General vs. Specific Terms and Conditions

05:25 Contract Vehicles and Risk Allocation

08:00 Negotiating Terms and Conditions

09:36 Guidance for New Entrants

12:27 The Partner Ecosystem

14:53 Conclusion and Recommendations