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
How to target NASA $2B opportunity
NASA has one of the richest IT markets in government, but navigating the organization is a challenge worthy of a rocket scientist. immixGroup's Tom O'Keefe lays the ground work for a winning strategy.
Opinion
Jack London on how to reverse our character crisis
CACI's Executive Chairman Jack London explores the growing crisis of character in the United States and offers three principles for reversing the trend.
Opinion
Where to find growth in a tight DOD market
immixGroup analyst Stephanie Meloni explains where to find the growth areas inside an otherwise shrinking Defense Department IT budget.
Opinion
2014 forces demand action, not waiting
As challenging as 2013 was, 2014 has many of the same forces that make for tough market conditions and put downward pressure on companies. How do you pull your company out of a negative glide path?
Opinion
How analytics can cure today's procurement woes
Using spend analytics can help solve many of today's procurement woes. Here are 10 questions to ask that can make for better acquisitions.
Opinion
Six tips for building your new business pipeline
Most companies are missing the mark when it comes to building their pipeline. Columnist Bob Lohfeld gives six simple tips to follow in order to build your pipeline the right way.
Opinion
BD isn't just about capture anymore
The government contracting world has changed significantly in the last six years, and the days of capture-driven business development driving revenue growth have gone the way of horse-drawn carriages and buggy whips.
Opinion
Convergence in the market: Darwin's delight
As technology is increasingly delivered as a service, the need to adapt grows for both buyers and sellers in the government market.
Opinion
4 to do's for small biz success
Today's market carries many challenges. Marketing guru Mark Amtower lays four strategic imperatives and explains some market truths you have to consider.
Opinion
BD still matters in the era of LPTA
A common myth in the age of LPTA is that business development people are becoming less necessary because lowest price bidding is more important than customer relationships; however, BD might be more important than ever these days.
Opinion
How snow days make the argument for IT reform
This winter's spat of snow days and related office closures make a strong argument that IT reforms can play a critical role in giving agencies the ability to keep employees working, no matter what the forecast.
Opinion
Lessons from DOD's bumpy adoption of cloud computing
The military services might be embracing the cloud with a "make haste slowly" approach, but there is plenty to glean from how they are doing it.
Opinion
How to take command and make your company great
Great leaders don't demand respect; they command it through their character and performance. Ambit's Bob Nunnally explains the three core commitments leaders need to make raise the bar for themselves and their companies.
Opinion
How data analytics can boost your performance
Fred Baradari explains how the use of data analytics can deliver better, cheaper results for customers, and help your company make better use of its resources.
Opinion
Is 2014 your year to master LinkedIn?
LinkedIn is widely adopted but sparsely used for a majority of members. Marketing guru Mark Amtower explains why being dormant on LinkedIn is costing you opportunities to grow your business.
Opinion
10 ways marketing drives your company's success
Kevin Young, a marketing and business development expert with Lohfeld Consulting, describes some of the most common go-to-market mistakes made by government contractors, and how to avoid them.
Opinion