Opinion
The Big R: Relationships remain the key to GovCon success
Whether it is your customer or a prospect, competitor or partner, you can't overstate the importance of relationships for success in the government market. Here are some simple steps to make sure you are building and maintaining your relationships.
Opinion
5 steps for preventing fraud and abuse
Contractors can do a lot more to prevent fraud and abuse for themselves and government agencies. Here's a five-tiered approach.
Opinion
9 steps to building your unique value proposition
A unique value proposition is simple to define but complex to develop. Here are nine steps to follow to create a value proposition that will resonate with customers and drive growth for your company.
Opinion
Why you need to be serious about 800-171 compliance
Almost a year after the requirement took effect to protect unclassified government data on contractor networks there's been a lack of enforcement but that doesn't mean you shouldn't be serious about compliance.
Opinion
Feds' commercial desires mark fundamental change in the market
The federal market’s pursuit of commercial IT represents a fundamental shift from traditional procurement models to more agile models that leverage commercial solutions based on open standards.
Opinion
Beware the OASIS on ramp. It isn't as easy as it looks
Contractors have reacted positively to GSA's plans to add more primes to OASIS via on ramps but it might take more work than you expect to back up your self-scoring proposal.
Opinion
Your next BD hire might already be working for you
The arrival of Amazon's HQ2 is going to complicate an already tough hiring environment but your best BD talent might already be working for you.
Opinion
Year-end prep can pay tax dividends
Being proactive as the year comes to an end for contractors who want to avoid those tax return headaches and extra costs.
Opinion
Program Management: Intersection of Collaboration, Curiosity and Constraint
Program managers might not feel they are part of the business development team but they can play a critical role in customer engagement with their intimate knowledge of customer challenges.
Opinion
What W&M football coach Jimmye Laycock taught me about leadership and business
William & Mary Head Football Coach Jimmye Laycock is retiring this year after 39 seasons and for IT executive Todd Stottlemyer, Laycock's leadership lessons stretched well beyond the gridiron.
Opinion
Inside the burgeoning market for IoT
The Internet of Things can be broken down into five elements and understanding where your solutions can fit is the key to finding the right opportunities.
Opinion
HUBZone's beware the too good to be true offer
HUBZone businesses are often targeted as pass-through contractors. Here are the warning signs and how you can avoid being the victim.
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