By
Joe Keenan
, Senior
and Catalog Success
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To get this relationship and trust from a government buyer, Long advised marketers show they know the industry they’re operating in and not just selling a product. He recommended that in addition to catalogs and other advertising materials, marketers should produce and distribute company-published research papers and whitepapers, which provide a service to the government. Long noted this as a way of getting around the contract obligations that restrict many government officials from accepting lunches/meals as meetings with the marketer.
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- Companies:
- CDW Corporation
- MCH
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