Connect to John Gilroy on LinkedIn https://www.linkedin.com/in/john-gilroy/

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The federal government is the largest employer in the United States, employing approximately three million people. It buys everything from rubber bands to rockets. In the area of technology, it buys everything from toner for a copier to communications to a satellite.

How can a small company sell to this monolith? Some will argue that the best approach is to develop a relationship with a successful company to understand the dynamics of federal technology acquisition.

Connect with Slalom at the ACT-IAC conference in Hershey, PA on October 27, 2024

Today, we sit down with Jim Igoe, Slalom's Director of Public Sector Partnerships. He describes why Slalom has successfully partnered with over seven hundred companies.

He mentions several concepts.

>>>> focus on change that matters. In other words, federal employees can notice a discernable change when an engagement is complete.

>>> Develop a thorough and complete understanding of the project before commencing.

Listen to the interview to better understand how to enter a complicated market and identify, foster, and build relationships with strategic partners.