Sales & Marketing Archives - Skyway Acquisition

Hiring the Talent that Will Help You Win – Part 1

by Skyway Contracting Officer | Nov 4, 2019 | Bids & Proposals, Sales & Marketing

Adding staff is one of the key challenges facing all companies that want to enjoy success in the government market. Adding staff is expensive and making the wrong decision about whom to hire and when is even more expensive. Early in my proposal career, my job entailed...

Agile Government Contracting – Part 2 of a Series

by Kevin Jans | Jan 21, 2019 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

For Department, Command and Agency leaders, traditional methods have a long track record of legal reliability. Unfortunately, many decades of experience also show that traditional methods have varying levels of success appearing to have a strong inverse correlation...

Strategic Sourcing

by Skyway Contracting Officer | Jan 14, 2019 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

One area of federal government acquisition that has always fascinated me is the concept of “strategic sourcing.” The Office of Secretary of Defense (OSD) website defines strategic sourcing as the collaborative and structured process of critically analyzing an...

Government’s Evolving Approach to Commercial Items

by Skyway Contracting Officer | Dec 17, 2018 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

I have penned a few articles on issues involving the commerciality of various items being procured by the US Government. Basically, the idea is that if the seller can show that an item is commercial, as in sold to non-governmental customers for other than...

Past Performance ≠ Experience

by Skyway Contracting Officer | Nov 26, 2018 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

The number one complaint I receive from small businesses is, “I can’t do business with the Government, because I have no past performance.” I am here to tell you – THAT is a huge misnomer! What exactly is past performance and how does it compare to experience?...

When the Government is the Supplier

by Steve Lucianetti | Oct 22, 2018 | Bids & Proposals, Contract Administration, Sales & Marketing, Skyway CO Insight

This blog is really for the contracting people out there that buy hardware. The government is always looking to reduce cost when buying hardware systems. If there is a production contract for anything these days, most prime vendors purchase many components from...

« Older Entries

Hiring the Talent that Will Help You Win – Part 1

Agile Government Contracting – Part 2 of a Series

Strategic Sourcing

Government’s Evolving Approach to Commercial Items

Past Performance ≠ Experience

When the Government is the Supplier

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