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To help win such jobs, SBF plays up its reputation as well as its line of furniture products and services such as storage, free local delivery and a forms management system with extensive reporting. Still, Grayson noted that it's a more difficult sell than retail accounts.
Another approach to winning government customers is offering specialized services. FORMost Graphic Communications, Rockville, Md., has won a growing business producing and mailing tax bills for local municipalities.
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