Contract awards: Secrets (and pitfalls) of success

Nearly 500 government IT buyers and managers weighed in on what they like and don't like about vendors, IT services providers and systems integrators.

Campbell Communications Inc. surveyed public sector readers of Washington Technology's sister publication, Government Computer News, to gain insights into why they buy and don't buy products and services. Complete survey results are available from Campbell Communications by e-mailing John Campbell at john@campbellsurveys.com.

Here we explore why systems integrators win contracts and also why they lose.

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