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"If you do the job right, they're receptive to anything else you offer, especially if it makes them more efficient and lowers their costs," he noted.
Lowering costs can be a double-edged sword in the government realm, however. Most agencies strive to spend all that's in their budget so funds will be maintained or expanded the next year. "They want to spend every dime because they want to see the budget go up, but if they're over budget, we're the guys to feel the hit," Grayson said.If it becomes apparent that there are unspent funds, an agency may rush to order at the end of a fiscal year. Most cyclical orders, however, revolve around timetables for sending tax bills, vehicle registrations, etc.
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