Opinion
6 trends that lead the way to 2013 sales
2013 might see flat dollars, but sales guru Steve Charles charts a course for spotting the opportunities driving the market forward.
Opinion
5 questions to derail an LPTA procurement
Bob Lohfeld offers five questions to ask that might help you steer an agency away from a lowest price, technically acceptable contract.
Opinion
Can contracting benefit from our budget woes?
Tight budgets are pushing government leaders to be more creative with contracts, but that message has to get to the rank and file before there is real change.
Opinion
5 2013 trends you can't ignore
Five trends that highlight the nuances and quirks of the federal market and the risk you face if you don't address them head on.
Opinion
Even a blip like sequestration can cause real damage
A reader comment reminds Editor Nick Wakeman that just because an issue like sequestration may not last a long time doesn't mean it won't cause some damage.
Opinion
Tough problems demand closer partnerships, collaboration
Tough complex problems from energy to health care demand a closer relationship between government, academia and industry and the melding of liberal arts and science and technology education.
Opinion
Vendor practices raise data protection questions
Privacy concerns are growing and one area the government needs to focus on is vendor data collection practices.
Opinion
Today's market demands benchmarking proposals. Here's how.
Bob Lohfeld offers advice on how to benchmark your proposals and increase your win-rates.
Opinion
What's beyond sequestration? Plenty.
When contractors start talking about issues that concern them, it's quickly obvious that little has to do with sequestration or the fiscal cliff.
Opinion
Remembering Jack Brooks
PSC's Alan Chvotkin recalls Congressman Jack Brooks and how he learned that it was better to work with and not against the smart but tough congressman.
Opinion
5 ways to create big data opportunities
There's a lot of noise around big data, here are five steps you can take to get your customers to embrace the power of big data.
Opinion
What can a 65-year-old Christmas movie teach about 'purpose?'
Today's tough market demands that successful business development executives put a little Kris Kringle into their mission statement. In other words, serve your customer first.
Opinion
Down to the wire, IT sales opportunities are there
The fiscal cliff is fast approaching but there are still opportunities out there. You just have to know where to look.
Opinion
How your brand, culture equal financial results
Culture and branding guru Eileen Rivera argues the why and the how of how a company's culture builds its brand.
Opinion
5 must-do's for a successful 2013
Want to grow in 2013? Marketing guru Mark Amtower offers five steps to building your business.
Opinion
Is an ESOP your best exit strategy
Wells Fargo's Jamie Waldren shares five reasons to consider employee ownership when selling your company.
Opinion
The lost opportunity of the 2012 elections
Among the deficit and debt debate we missed the chance to talk about what a modern government looks like.
Opinion
7 steps from good to great proposals
Proposal expert Bob Lohfeld offers seven tips to make your proposals better. Hint: It's not about you; it's about the customer.
Opinion
Will the cloud lose its economic advantage?
Sure cloud computing has cost advantages today, but you have to understand network costs and performance drivers to maximize your return.
Opinion