Selling To State And Local Government

According to the U.S. Census Bureau, in 1996 the total direct expenditure for state and local governments in the United States was $1,247,435,978,000 (over $1.2 Trillion)! How much of that did your company receive? Written from the viewpoint of someone who has spent many years "on the other side of the table", Charlie takes you inside the government purchasing process. But more importantly, he takes you inside the minds of the government buyers. His insights into the motivation and perspective of the government officials you will deal with in a public sector sale are invaluable. Selling to State and Local Government is must read for sales professionals interested in entering the rewarding world of selling to state and local government.

This second edition of Contracting for Services in State and Local Government Agencies provides state-of-the-art tools for best practice in the procurement of services at state and local levels, from initial stages through to completion. Including lively case studies and research conducted with state and local agencies across the United States, this book provides management advice and tips on compliance to reduce costs, select the best-qualified contractors, manage contractors’ performance, and prevent corruption and waste. Utilizing the results of new research in all fifty states, author William Sims Curry offers updated best-practice documents, methodologies, and templates including: a Request for Proposal (RFP), a scorecard for proposals to select the best-qualified contractor, a toolkit for meeting socioeconomic contracting goals without compromising price, quality, or on-time delivery, and a Model Services Contract (MSC). Special consideration is given to obtaining services and products in states of emergency. Several additional resources for practitioners are available online, including sample contracts and a straightforward, inexpensive tool for tracking contractors’ progress and cost management. The roadmap and templates contained in this book and available online to readers will prove essential to state and local government agency contracting professionals and other officials and employees called upon to participate in the drafting of solicitations, writing sole source justifications, writing scopes of work, serving on advance contract planning and source selection teams, recommending award of contracts, or assisting in the management of those contracts.

This brief version of the top-selling "State and Local Government" retains the unique thematic and historical approach of the comprehensive text in 12 chapters compared to 16. The condensed format provides explanations of the structure of state and local government, as well as their functions in the current political scene. In addition, descriptions of public policy issues appear at relevant points throughout the text and are better integrated into discussed topics.Coverage of e-government and the Internet explores how technology affects state and local government and citizen participation.Up-to-date policy focus addresses important issues facing government at this level and includes topics such as education, economic development, criminal justice, the environment, social welfare, and healthcare.Discussion of the slowed pace of "devolution" since September 11 is included in Chapter 2.

State and Local Public Finance provides a comprehensive and sophisticated analysis of state and local government public finance practices and issues, using the basic tools of economics. This fifth edition maintains its focus on key local services such as education, health care, and transportation and brings in new coverage of land use and housing, applications from behavioral economics, and more international comparisons. This textbook provides an examination and analysis of public finance practices and problems in a federal fiscal system, focusing on the fiscal behavior and policies of state and local governments. Modern economic theory is applied to examine the way key institutions are used to produce and finance services and to provide evaluation of alternative policies. This stalwart text will continue to be invaluable reading for those who study public finance, local government finance, urban economics, public policy, and public administration.

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