Opinion
Is your next BD exec a former journalist?
Some of the same skills that good reporters use are critical for business development executives searching for the next big opportunity.
Opinion
Never stop your market research or risk the consequences
When a contractor and a customer work together long enough, doing your market research might slip by you but you ignore it at your own peril come recompete time.
Opinion
Should you follow the Yahoo telecommute policy?
Guest columnist Shirl Jenkins discusses telecommuting and teleworking, and offers three questions your telework policy must answer.
Opinion
Who needs sales and BD training? Everyone
If you aren't training all of your employees to be knowledgeable ambassadors for your company, you're missing a gold opportunity to expand the reach of your sales and BD organization.
Opinion
Time for management to manage
With the budget issues there is plenty of uncertainty in today's market, but waiting for clarity isn't an option with tighter competition and rapidly changing technologies.
Opinion
Acquisition efforts on a collision course
Congress is moving forward with acquisition reform efforts to bring more commercial buying to the government, but agency actions often go in the opposition direction.
Opinion
Time to move BD efforts to the left
Market conditions demand that contractors get smarter about how they manage business development efforts. BD expert Bill Scheessele makes the case for focusing efforts earlier in the process.
Opinion
DOD gets serious about supply chain security
The Defense Department is stepping up scrutiny of contractor supply chains and if you can't declare it safe, you'll be at a competitive disadvantage.
Opinion
Can you hire an effective capture manager?
Bob Lohfeld offers his best tips for finding the right person to be your company's next capture manager.
Opinion
Does your company have what it takes to succeed?
Todd Stottlemyer and Greg Baroni discuss what a strong company looks like in the face of uncertain times.
Opinion
7 habits of highly defective contractors
Do you know the signs of contractor to avoid? Or what habits might be hurting your business? Here are seven to eliminate before it's too late.
Opinion
Do you know what drives the next big thing?
At the 2013 GovCon Symposium, Pierre Chao offered his thoughts on innovation, and where the government contracting industry should look for it. What strategy do you follow in trouble times?
Opinion
Is firing your BD team really the right answer?
If the members of your business development team are in a constant state of churn, then there might be bigger problems than who you hire for BD.
Opinion
4 ways a private Dell helps the government market
This analysis predicts that a private Dell will bring multiple benefits to government customers and partners looking for innovation and lower costs.
Opinion
One CIO's 2013 tech wish list
QinetiQ North America's CIO John Lambeth explains why he hopes technologies such as sign-on capabilities, better software for mobile devices and improved collaboration are among the technologies he hopes mature in 2013.
Opinion
How technical expertise can win a LPTA competition
Lowest price, technical acceptable procurements don't mean that rock-bottom pricing is the only way to win. Here's a two-part strategy to help your technical expertise can carry the day.
Opinion
5 questions to ask before your next bid
Before you decide on your next bid, ask these five questions.
Opinion
4 strategies that can kill your recompete
Proposal guru Bob Lohfeld shares the four most common strategic mistakes incumbments make when pursuing a recompete. Do you know what to avoid?
Opinion
Mission critical: Training in tight budgets
Despite sequestration and looming budget cuts, training and professional development are critical to success, so don't skimp.
Opinion