OPINION

Differentiation in the age of commoditization

• By Mark Amtower
• Nov 16, 2015

In a government contracting landscape littered with the landmines of Federal Strategic Sourcing Initiative, lowest price, technically acceptal contracts, and reduced fees for skilled personnel, the need for your company to stand apart and above the crowd is more important than ever. Regardless of what they call it, GSA and the Office of Federal Procurement Policy  continue to push low price in as many ways as possible.

Winning on price alone is not a winning strategy for most companies. Further I don’t believe government procurement based mainly on price is good for the country.

I spoke at two conferences recently, each highlighting the need for company differentiation in similar circumstances.

Continue reading at https://washingtontechnology.com/articles/2015/11/16/insights-amtower-differentiation.aspx?s=wtdaily_171115.