Competition spurs demand for quick response.
Relationships and marketing gain importance. Procurement reform is rewriting the rules for government resellers. Once a plodding, specialized process driven by huge bids and RFPs, many government purchases now look a lot like standard commercial sales. Sure, plenty of government-specific rules and regulations remain. Terry Reavis, vice president and general manager of government sales for Clearwater, Fla.,-based Tech Data, agreed, saying revised federal acquisition regulations have overhauled U.S. government purchasing.