Opinion
4 steps contractors should take now to prepare for new security requirements
Changes are coming to security requirements, and government contractors will have to meet them in order to handle classified data, but now is the time to take steps to prepare.
Opinion
How the winners won SEWP V
Procurement Expert Bob Lohfeld dives into SEWP V and analyzes NASA's process and how the contract ended up with 202 winners.
Opinion
Don't discount the power of an old-fashioned conversation
Modern day communication technologies such as texting and emailing are great, but don't underestimate the effectiveness of an old school phone call or face-to-face conversation.
Opinion
Is your company in a graveyard spiral?
Savvy business developers recognize the need to get ahead of procurements because, if you don't, you risk failure and losing whatever competitive advantage you might have had.
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