One of the strategies for building those, oh so important, relationships in government sales is minimizing perceived selfish behavior.  Government prospects aren't really looking for a new best friend; they know you're paid to be nice to them. However, a line can be crossed where the prospect believes the salesperson's only real interest is himself.

There's a simple way to do this, covered in this episode of Myths of Selling to Government with host Rick Wimberly.