You work in a telecommunications organization and have been in negotiation with a government agency on the possibility of a supply contract for your products and services, which may include siting, installation, and supported services. It is a potentially lucrative and long-term contract.

Research how public organizations purchase goods and services; examine their procurement criteria and processes. Explain why, in this instance, the selling process may be protracted. Describe why closing the sale may be an incremental process.