They don’t really want new contractors and there is too much competition.

They want to know who they are doing business with and have confidence that they will perform and know how to play the paperwork game.

So how do they accomplish this without taking sales calls?

• By getting referrals to buyers from other federal buyers.
• Asking their colleagues who they are contracting with.
• Taking calls from prime contractors (the ultimate insiders) and favoring them in many ways.

None of these things happen without having contracts or relationships with buyers.

Contracts beget more contracts.