Sales & Marketing

Hiring the Talent that Will Help You Win – Part 1

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 hiring proposal managers. Not only were they not [...]

By |2019-11-04T08:00:43-05:00November 4th, 2019|Bids & Proposals, Sales & Marketing|Comments Off on Hiring the Talent that Will Help You Win – Part 1

Agile Government Contracting – Part 2 of a Series

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 to complexity and uncertainty. In other words, the higher the complexity and uncertainty, the lower the probability [...]

By |2019-01-21T08:00:18-05:00January 21st, 2019|Bids & Proposals, Sales & Marketing, Skyway CO Insight|Comments Off on Agile Government Contracting – Part 2 of a Series

Strategic Sourcing

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 organization's spending and using this information to make business decisions. Strategic Sourcing involves the establishment or modification [...]

Government’s Evolving Approach to Commercial Items

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 governmental purposes, then the requirement to provide certified cost and pricing [...]

By |2018-12-17T08:00:21-05:00December 17th, 2018|Bids & Proposals, Sales & Marketing, Skyway CO Insight|Comments Off on Government’s Evolving Approach to Commercial Items

Past Performance ≠ Experience

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? From the Government’s perspective, past performance is merely [...]

By |2018-11-26T08:00:15-05:00November 26th, 2018|Bids & Proposals, Sales & Marketing, Skyway CO Insight|Comments Off on Past Performance ≠ Experience
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