The market for the long haul

It is not a surprise that state and local governments are facing tight budgets.

Even in our personal lives, many of us are facing falling property values, and
local governments are debating whether to raise tax rates or cut services. Or both.
In my home state of Virginia, it looks like one of the
big victims might be transportation projects.

But there is opportunity here, too. As our annual
state and local special report explains, it is usually during
tough times that governments are most receptive to
ideas that can save money and streamline operations.

Deputy Editor William Welsh explores this in
his cover story and finds that the successful contractors
in this environment are the ones who can
help customers shore up information technology
infrastructures, overhaul outdated systems and
deploy governmentwide financial systems.

As they have been for several years, the State
and Local Who's Who rankings were compiled by
FedSources, a market research firm in McLean, Va.
The state and local market can be a tough one to
crack, as many government contractors know, but FedSources' insights have
helped us at Washington Technology keep up with a quickly changing market.

Our annual Who's Who list shows a stable group of companies dominating
the state and local market. There is good reason for this and it serves as a lesson
for companies in other markets.

The key is focus. These companies stick close to the market and their customers.
They've invested in people and other resources. They've developed solutions
and technologies that address the unique needs of their customers.

The market will rise and fall, but these
companies are in it for the long haul.

About the Author

Nick Wakeman is the editor-in-chief of Washington Technology. Follow him on Twitter: @nick_wakeman.

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