Opinion
Five cybersecurity hotspots in a reorganized DISA
Now that DISA has been reorganized, contractors are uncertain where to find cybersecurity opportunities. Here's a guide to five critical cybersecurtity organizations inside the new DISA.
Opinion
Should you mirror Silicon Valley companies?
Over the past 12 months, Washington has taken a Silicon Valley-like approach to tackling many of today’s most challenging government IT issues. Here are five steps to bring a stronger innovation culture to your company and help your customers.
Opinion
How to add real value to your sales meetings
Sales meetings with government customers need to bring value, or you risk damage to your company's reputation and prospects to win new business.
Opinion
Is DOD moving away from LPTA?
The Defense Department is moving away from the use of lowest price contracts. At least that's the message from the top, but how long will it take to trickle down?
Opinion
3 reasons you need information governance
With the growing number of data breaches, information governance is no longer a nice thing to have; it's a requirement for good business. Here are three things you need to know.
Opinion
3 big data opportunities that can help your customers
Big data is a bright spot in a tough market, and security, infrastructure and management are three keys to helping your customers succeed.
Opinion
Is there a power shift in public sector IT sales?
The acquisition of immixGroup by Arrow Electronics has huge implications on the future of public sector IT sales. Market guru Mark Amtower explains.
Opinion
20 ways to reduce B&P costs and still win
How much can you cut your bid and proposal costs without hurting your chances to win? BD guru Bob Lohfeld goes over why proposal costs are higher than they should be.
Opinion
Inside DHS' big data opportunity
DHS has four big data programs in the works that will improve operations and decision making. immixGroup consultant Tomas O'Keefe describes what you should know.
Opinion
Lack of trust costs D.C. $38M
A issue of trust between the D.C. government and its contractor cost the city $38 million, and there's a lesson there for all of us.
Opinion
Inside the private sector's role in the health IT opportunity
Federal market guru Steve Charles lays out the key points behind the importance of data exchanges and the role the private sector plays in driving this business opportunity.
Opinion
Do you have critical mass to bid or win? It makes a difference
As market dynamics have changed, so too has the need for having the right critical mass doing the right kind of work. Do you know the difference?
Opinion
How well do you know the end-user?
Knowing your end-user customer is critical to getting ahead of the curve on a solicitation. Here are questions you need to ask and answer to get the most out of that relationship.
Opinion
Three strategies for growing in adjacent markets
How your company expands into adjacent markets relies on know what you do well, what your customer wants and understanding that sometimes the only path to growth is an acquisition.
Opinion
Can you move from buzz to revenue?
The internet of things, hybrid clouds, everything as a service and software defined storage have the chance to move from buzz to real business in 2015. Can you make the sale?
Opinion
6 ways FITARA will change federal sales
FITARA changes the IT management authority of agency CIOs, and that means you have another stakeholder to add to your business development efforts.
Opinion
Forget formality. Here's how's to really listen to customers
Sure, program reviews and strategic account sessions are important, but senior executives need to break out of formal meetings and really listen to their customers. Here's how.
Opinion
What's ahead in 2015 M&A trends?
Investment bankers Bob Kipps and Marc Marlin outline what they see as the drivers behind the coming wave of M&A deals in the government market.
Opinion
The time is right for bridging procurement gaps
PSC President Stan Soloway sees signs that government customers are increasingly dissatisfied with the results of LPTA procurements, so now might be the time to use that dissatisfaction as a lever for bridging gaps in the procurement process.
Opinion