What is the FAR?

By Chris Wiedemann, consultant

We’ve established by now that government contracting is one of the most complicated business segments to work in. Part of what makes it so cumbersome is the plethora of rules and regulations, all packaged neatly in the hunk of a publication known as the Federal Acquisition Regulation (FAR).

This multi-part document, established more than 40 years ago through the Office of Federal Procurement Policy Act of 1974, outlines all the rules and regulations that most federal agencies follow when buying goods and services.

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What is government contracting?

Chris Wiedemann_65 x 85what-isBy Chris Wiedemann, consultant

Are you surprised by our headline? Don’t be. Selling to the government is like doing business with a foreign country. It has its own culture, language and customs and it’s truly unlike doing business in the commercial world.

Our industry is so full of terms and nuances that are hard for many of us to define to a layperson, which is why we’re kicking off a monthly “What is…” blog series to help alleviate some of the head scratching. So let’s get started.

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Are You Following the Government’s Gift Rules?

Photo of Allan RubinMaybe it’s the summer or the result of a stronger economy, but lately it seems I’m constantly reminded of a major difference between business-to-government (B2G) and business-to-business (B2B) marketing: the gift rules and restrictions. It struck me yesterday when I received a Starbucks gift card in the mail from a B2B vendor with whom I’d never spoken or met. (Side note: I was amazed that this vendor neglected to include a business card or simple contact information so I could easily thank him/her, but that’s another story.)

My job title and (incorrect) assumption that I control a massive marketing budget have earned me unsolicited Amazon gift cards, invitations to fancy meals and sporting events, gadgets, and other blatant attempts to buy a meeting with me, all in the interest of pitching a new marketing software package or service offering.

Hey, I’m not knocking it. When I worked exclusively in B2B marketing, I did it too, and it often worked. But in B2G marketing, it’s not that simple.

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