The latest acquisition trend to hit the federal government is category management. The goal of category management is for the government to ‘act as one’ to take advantage of its considerable buying power and streamline the procurement process. To that end, GSA began establishing contract vehicles for commonly purchased ‘categories’ of products and services, many of which were issued against its Schedules program.
Almost as soon as a new strategic sourcing contract was awarded, I heard horror stories from companies who weren’t selected about the sudden, and sometimes catastrophic, erosion of their federal business.
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