If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)
Episode 002 introduced our take on the 80/20 rule. The 80/20 Rule (of thumb) plays on Pareto’s Law by comparing the relative importance of relationships and processes in the Government market to their importance in commercial industry. We described how in many instances, winning Government business has more to do with process and following the rules than relationships between buyers and sellers.
Kevin and Paul revisit the 80/20 rule to add context about how the importance of relationships is directly related to the size and complexity of the acquisition at hand. For the largest Government acquisitions, relationships are every bit as important as they are in the commercial world.