Opinion
Do your customers see you as a thought leader?
The need to stand out in the government market has never been greater. Here are six steps to ensure your company is seen as a thought leader.
Opinion
When it comes to BD, put your purpose ahead of your goal
BD professionals easily confuse their purpose with their goals, but knowing the difference on focusing on your purpose -- helping your customer -- will often bring you more success.
Opinion
How to leverage the government's focus on transformation
Vendors with truly transformational technologies may soon find more receptive ears in the public sector, as senior IT executives wrestle with topics from acquisition reform to creating an environment that will attract the workforce of tomorrow into today’s government.
Opinion
For small contractors, everyone’s business is marketing
Small contractors need to think seriously about marketing in fiscal 2019 and beyond by finding ways to resonate with their customers.
Opinion
Why your customer needs to embrace unified communications
In part two of a two-part commentary series, Larry Allen makes the case on why unified communications is critical to meeting security threats and agency missions.
Opinion
21st century warfare requires a 21st century network
The path to technological superiority over U.S. adversaries flows right through the network and its ability to deliver the promise of AI, drones, analytics and data visualization.
Opinion
How an issue-based approach can make you a better government contractor
Contractors play a critical role for the government but an issue-based approach to the market can lead to deeper and stronger customer relationships and have an even greater impact on the community.
Opinion
How to get past the transformation myth
Transformation can be a big scary word but it's important to remind customers that transitioning, instead of transforming, can be more painful and more expensive.
Opinion
Price alone isn't enough to resonate with customers
Past performance and low price are no longer enough to win over customers. You also need to focus on your brand and positioning so you can stand out in a crowded market.
Opinion
10 strategies before you automate your marketing
Marketing automation is growing but before you adopt a system consider these 10 strategies.
Opinion
Conditions ripe for more deals in the federal market
From growing budgets to willing sellers to rising prices, conditions are ripe for more M&A activity in the federal market.
Opinion
Do you know who to invest your BD dollars in?
Everyone in a company plays a business development role, but it is still critical to have a plan on how to develop and refine their BD skills.
Opinion
Army invests in science and tech to gain the advantage
As adversaries gain more access to sophisticated technologies, the Army is stepping up its own investments to maintain its battlefield advantage.
Opinion
How to build the talent pipeline for your BD/capture teams
Companies are finding it harder to maintain their business development and capture teams. Here are three strategies to mitigate the talent poaching.
Opinion
Don't be a Waldo, or how to stand out in the crowd
Whether it is with agency small business advocate or a large prime, do your homework before that precious first face to face meeting or you risk getting lost in the crowd.
Opinion
With new leadership, the JEDI saga enters new chapter
The leadership of the DOD's JEDI cloud initiative has shifted and here is what it all means as a final request for proposals awaits.
Opinion
How one small firm took on NAVAIR's NAICS decision and won
There is a lot of talk about NAICS choices agencies make but companies and how they can skew a contract to a particular competitor. Here's how one small business fought back and what you can learn from their experience.
Opinion
What you need to know as AI grows at DOD
The Defense Department is looking for more ways to use artificial intelligence to modernize operations. Here's what you need to know so you can play a key role.
Opinion
Melding tech, human factors key to improved health care
Today's consumer is more sophisticated than ever and expect a higher level of customer service but meeting that demand requires a multi-faceted approach.
Opinion