Selling to the Government: Competing in the World's Largest Market

On the PI Window on Business’ second show back in April 2009 I welcomed along with McEvoy Galbraeth and Anne Phillips, Stephen Bauld who at the time was Vice President for the Ontario General Contractors Association and author of the books “Leadership Or The Lack Thereof” and “The Municipal Procurement Handbook (two editions).” Of the many great topics that we covered during the 30 minute segment, what still stands out is Stephen’s comment regarding his Leadership book. Specifically that he had originally anticipated that sales would likely be confined to “his family and a few close friends.” Well he did a little bit better than that as the book became a strong seller, something he had attributed to the paucity of procurement books on the market at the time. Of course notwithstanding a limited selection in the category, Stephen’s book did well because it was well researched and equally well written. Jump ahead to 2011, and I am excited to say that the availability of books regarding procurement has kept pace with the market’s recognition that purchasing is not simply an adjunct of finance, but a critical strategic tool for both private and public sector entities. This is especially true in the public sector, where purchasing is also being viewed as an economic driver as much as it is a means by which to support the government’s ability to deliver services to the public. One of these new books, which I have referred to as being an essential must read bookend for any book shelf . . . in short, if you do not have these two books, then you have a gaping hole in your library, is Mark Amtower's “Selling To The Government (What It Takes To Compete And Win In The World’s Largest Market).” Joining me this afternoon to talk about his book and why its release coincides with the monumental shift in how governments do business is Mark Amtower.