Opinion
How crazy subcontractors can kill your bid
Proposal expert Bob Lohfeld shares some war stories about subcontractors who torpedoed proposals, and what actions you should take to avoid the same fate.
Opinion
Four keys to grooming millennials as future leaders
Every leader should actively engage the 20-somethings on their staff and start grooming them as future leaders, writes Bob Nunnally. He explains the four focus areas to engage and grow the millennials at your company.
Opinion
Lean analytics offer promise to better serving citizens
In part one of a three-part series, Xerox VP Fred Baradari offers advice on how contractors can embrace agile analytics as a way to improve solutions for government agencies and citizens.
Opinion
6 strategies for thriving in uncertain times
Integrity CEO Christopher Romani explains the six strategies he is using to help his small business find growth and opportunities during these uncertain times.
Opinion
Capture management & opportunity assessment: Understanding the requirements
Centurion Research Solutions business development expert Mike Lisagor launches a multi-part series on how to assess the win-ability of a new business opportunity.
Opinion
Beyond the budget: 9 issues you should care about
The budget isn't the only issue that is impacting government contractors. We review nine others that will effect the way government contractors go to market over the next 18 months.
Opinion
Post shutdown: Back to business as usual?
There are some tough conversations ahead between contractors and their government customers as they try to bounce back from the 16-day shutdown. Doing things the usual way just won't cut it, but will anything really change?
Opinion
Four steps to greater market visibility
One of the most important things in the government market is making sure your prospective customer knows who you are. Marketing guru Mark Amtower offers four steps to greater visibility.
Opinion
Don't take boilerplate material for granted
Smart proposal managers know that cutting and pasting boilerplate material can be a disaster. Here, Centurion Research Solution's BD expert, Mike Lisagor, explains how and why to keep this language fresh.
Opinion
2013: The RFP rally that didn't happen
The first half of fiscal 2013 started with delays and uncertainty that slowed the release of new solicitations. The hoped for comeback for RFPs in the second half of the year never materialized. Bob Lohfeld explains why.
Opinion
Overlooked victims of government shutdown
Government contractors have been furloughed along with their government counterparts, but many similarities end there according to Mike Lisagor of the market research firm Centurion Research Solutions.
Opinion
Should your company be insourcing or outsourcing?
Gary Slack, president and COO of QinetiQ North America, reviews the benefits of insourcing and outsourcing, and suggests that you ask yourself which is better for your company in today's market of uncertainty.
Opinion
Is there a cure for the shutdown blues?
For contractors, the impact of the shutdown might continue to be felt long afte the government reopens. Here are insights on what to expect and what to do from Centurion Research Solutions expert Mike Lisagor.
Opinion
Resistance to talking with contractors runs deep
In an era of deep budget cuts and fiscal uncertainty, the need for communication and collaboration between government and industry has never been greater but the resistance on the part of agency officials runs deep.
Opinion
2014 realities force companies to change tactics
Government contractors face a 2014 that will be marked by budget delays, cuts and fewer procurements. The result will be stiffer competition. Companies that stick to old ways of doing business will give way to smarter, more agile competitors, writes business development expert Bob Lohfeld.
Opinion
Does culture trump strategy? You bet
Strategies are fine and dandy, but if you don't address your culture your business development strategy stands little hope of success. We offer four keys to developing the right culture for today's market.
Opinion
How program performance evidence can provide clues to sales
As agencies turn to data-driven evidence to measure program effectiveness, vendors can use the same data to better hone their sales strategies, writes immixGroup's Steve Charles.
Opinion
5 steps to winning proposals
Your technical team plays a critical role in developing a winning proposal. Here are five steps you need to master to make sure your proposals have the best chance of success.
Opinion
6 steps to solving the counterfeit IT problem
The toughest regulations won't stop counterfeit IT issues, but why not take a more risk-based approach? Columnist Steve Charles offers six steps that can address this issue.
Opinion