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Feel The Pain, Heal The Pain

To call the effects of sequestration on federal agencies "uneven" is an understatement. But creative contractors can also spot opportunities in the confusion and uncertainty. Classic marketing advice is to look for your customer's pain points. Here's four kinds of pain that you might be able to turn into profit: Service levels, savings, meetings, and small business outreach.

Small Business Tackles More Federal Contract Risks

Contractor Looking at a gap in a bridge
Congress' most recent round of action and delaying tactics mean a continued federal fiscal squeeze in the face of uncertainty. Expect federal buyers to push contractors to the limit of risk and resources -- because buyers have no resources left to absorb the risks. There will be some sharp short term adjustments as many projects get cut. That uncertainty and pressure is making small business owners think hard about whether it's worth getting into the federal market. It's also driving others -- like an 18-year-old multi-million dollar firm with experience in over a dozen agencies -- to make major investments to sustain their federal success.

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