Opinion
5 ways to grab your share of the fourth-quarter rush
The government spends a third of its total annual budget in the fourth quarter, and here are five steps that can help your company grab its share of the opportunities.
Opinion
4 tips for fighting the growing wave of dotgov hacks
The attacks on government networks will only continue to grow, but there are steps you can take today to help protect your systems in the face of increasing threats.
Opinion
Developing relationships is key to success
It's not only who you know, but also what kind of relationship you have with that person. Mark Amtower talks about how relationships can be a key to your success if you bring something to the table as well.
Opinion
Top 100 exec shares insights on weathering the market's perfect storm
NCI Inc. President Brian J. Clark explains how contractors face a rapidly changing market, and to survive, they need to invest in people, technologies and customers. Here's how.
Opinion
4 keys to thriving in today's federal sales environment
NetApp's Mark Weber has had a 30-plus-year career in federal IT and has seen the market go up, down and up again. He shares four critical insights on how best to serve your customer and your company in today's sales environment.
Opinion
The e-QIP shutdown: Another big headache
OPM's decision to shutdown the e-QIP tool central to the clearance process has broad implications for government and industry that won't be resolved until OPM and OMB can clarify the full scope of the problem.
Opinion
Are you and your customers ready for the 'we' economy?
As the broader technology market shifts toward an emphasis on outcomes, there is a tremendous upside for government agencies. Accenture executive Tom Greiner explains five important implications for federal IT.
Opinion
7 questions to answer when making bid, no bid decisions
One of the best ways to improve your win-rate is improving how you decide which contracts to bid on and which to walk away from. Here's how.
Opinion
The forgotten value of marketing and M&As
Too often, the value of marketing is overlooked as companies conduct due diligence for acquisitions, but forgetting the value of marketing in its many forms increases the likelihood of a deal that never lives up to its promise.
Opinion
Cybersecurity needs tech, social and policy solutions
Vendors trying to sell cybersecurity solutions to the government require an understanding of the technology and also the social and policy implications.
Opinion
Get ready for the end of fiscal year marketing hype
As executives and other professionals across the government contracting market focus on maximizing year-end sales, they are also inundated with marketing pitches. Here are six ways to separate the hype from the help.
Opinion
Make your teaming strategy central to your capture process
Too often, finding teammates is done in a haphazard and inefficient way. But if you have the right data, tools can make teaming a competitive advantage.
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