But this must go deeper than just an overview of the buying influencers and purchasing methods. Management should work to bring the market to life for the salespeople through training before the customer is contacted. Ensure you have a basic understanding of, and appreciation for, the mission performed by the customer's agency. When you get face to face with the customer, maximize that experience with questions and dialog pertinent to the agency's business. Sometimes we have to overcome our own antipathy toward government or our own false ideas about government's role or purpose before helping it become more efficient with information technology.
Government is a people business.
State and local government interfaces directly with the citizen. People who work in government are dedicated and purposeful, and most truly want to improve society. The original intent of government was citizens serving other citizens. Administration and Finance 3. Criminal Justice 4.