Many cities, municipalities and state agencies are facing massive budget shortfalls, furloughs and even employee lay-offs. I have worked with government entities for most of my career. Today the environment for working with government entities is very different from any other time I can remember. In a 2006 article featured on the cover of Business Solutions Magazine I stated: “Back in the late ’90s, many state, county, and city governments made significant investments in imaging and document management technologies, where their criteria for provider selection was based largely on price,” I went on to conclude that many entities ended up scraping large ECM initiatives in part due to underfunding of the project by focusing on the lowest bidder and not enough on the overall solution or project delivery models being proposed by vendors. “Unlocking the secrets to Government ECM Sales”.