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Winning Government Business, 2nd Edition by Steve R. Osborne

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Chapter 3

Federal Government Source Selection

There are only two ways to acquire new business from the federal government: through a sole source award or through competition. Sole source awards are relatively rare. They occur only when there are time constraints or limited sources are available to the government. Sole source awards are also contrary to the government’s desire to acquire the best deal possible. Therefore, the vast majority of government business is acquired through competition.

New business is competitively awarded through either a sealed bidding process or negotiated procurement. Sealed bids are used when the product or services to be procured are very well defined. This process allows the government to shop for the best price. ...

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