Opinion
How client engagement is the new model for revenue growth
Business development expert Bill Scheessele explains how important an efficient client engagement process to driving new revenue opportunities. Flying by the seat of your pants is not tip number 1.
Opinion
The untapped power of relevant content
Marketing expert Mark Amtower explains the how and why behind small businesses developing their own content and the power of finding their voice with customers.
Opinion
Four cloud hurdles and how to clear them
The cloud is still about potential in the government market, but DLT Solutions exec David Blankenhorn explains how to clear four major hurdles to wider adoption on the cloud, including the need to reduce so much industry noise.
Opinion
How and when to talk to your customer
There are plenty of misconceptions about communications during the procurement process and capture expert Bob Lohfeld busts the myths that plague development of good contracts.
Opinion
How 'healthy' is the GovCon industry?
The government needs a healthy contractor base, but there is a lack of understanding of how government policies and behaviors impact that health. PSC President Stan Soloway argues that measuring the condition of the industry demands looking beyond profit and losses.
Opinion
What characteristics shape a great BD hunter?
Today's market demands that you have a strong hunter/warrior on your business development team, but do you know what to look for as you try find that person? BD guru Bill Scheessele explains the characteristics you need to be a BD hunter.
Opinion
What do CEOs risk by ignoring LinkedIn? Plenty.
Marketing guru Mark Amtower makes the case on why CEO involvement on LinkedIn is critical to a company's brand, marketing and business development efforts.
Opinion
What stands in the way of a more mature GovCon market?
The government can be a smarter buyer, but contractors need to embrace more competition and accept that change is good for their companies and the market.
Opinion
Geospatial intell projects point the way toward more data sharing
Intelligence agencies and their defense counterparts are using geospatial solutions as a way to breakdown silos and increase collaboration.
Opinion
Unlocking the awesome power of shared services
In this era of cutting and controlling costs, agencies and contractors alike are turning to shared services organizations. Here are critical insights to getting the most out of this strategy.
Opinion
Making the case for the $95B state and local market
immixGroup analyst Tim Larkins lays out how the state and local market has changed and grown to a point where you can't ignore it.
Opinion
New rules for B2G marketing
Today's market requires that you stand out from competitors. Marketing guru Mark Amtower offers five steps for differentiating your businesses.
Opinion
Acquisition reform: Where do you start?
There are several acquisition reform efforts underway, but the best starting point needs to begin with reestablishing the foundation laid in the 1990s that emphasized communication, collaboration and commercial best practices.
Opinion
How good are your chances of winning a bid protest?
Bid protests have become a fixture on the government contracting scene, but what your chances of success? Bob Lohfeld's analysis teaches us that a lot depends on how you define victory.
Opinion
5 reasons cyber ed should be core to all you do
Everyone agrees that cybersecurity is central to any organization's operations, but don't forget the critical role education needs play in creating a strong cyber posture.
Opinion
Good leaders don't forget about community
Companies succeed, fail or muddle along as a team of people, not as a resource pool waiting for wisdom from the top. How do you lead your organization?
Opinion
Build BD capacity by leveraging program managers
By having program managers and business development leaders work more closely together, companies can more quickly build their BD capacity and increase the number of deals they can identify and qualify as winnable.
Opinion
DOD says it needs a trusted supplier plan, but one already exists
The Defense Department says it wants a trusted supplier plan, and the laws are in place, but getting the rules implemented just keeps dragging along.
Opinion
Contractors have more than one pipeline to worry about
Leidos executive Rob Zitz makes the case about why it's important for companies to worry as much about the talent pipeline as they do the business pipeline.
Opinion