Sales & Marketing Archives - Page 3 of 15

Mergers & Acquisitions

by Skyway Contracting Officer | Jan 29, 2018 | Sales & Marketing

In my early days in defense contracting, there were many large businesses in the government defense marketplace – Lockheed, Northrop, Martin Marietta, Grumman, Loral, Westinghouse, Hughes, General Electric, McDonnell Douglas, General Dynamics, E-Systems, Raytheon,...

The Downside of Price Competition

by Skyway Contracting Officer | Jan 22, 2018 | Bids & Proposals, Sales & Marketing

Over the course of my 35+ years working for government contractors, I witnessed many changes on the industry side as the government’s emphasis on price shifted. Not that price was ever unimportant, but it’s importance has grown over time. Competition for government...

What You Need (and What You Do NOT Need) to Get Started as a Government Contractor – Part 2

by Vicky Strycharske | Dec 22, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

In Part 1 of this blog, I talked about a couple of things you need to do before you can be awarded a contract. You need to do both of those things before you do the last thing that is absolutely required before you can get awarded a federal contract. Once you’ve got...

What You Need (and What You Do NOT Need) to Get Started as a Government Contractor – Part 1

by Vicky Strycharske | Dec 18, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

When companies decide to go after government contracts, they all experience a similar phenomenon: a bunch companies (often trying very hard to look like a government agency on their websites) start coming out of the woodwork purporting to have (for a fee, of course),...

Why RFIs and DRFPs Matter

by Vicky Strycharske | Dec 4, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

Many companies say “I wish the government would communicate better,” or just plain “communicate!” Actually, the government does communicate in a variety of ways, just maybe not in a way you understand. Requests for Information (RFIs) and Draft Requests for Proposals...

The CO connection

by Steve Lucianetti | Oct 23, 2017 | Bids & Proposals, Contract Administration, Sales & Marketing, Skyway CO Insight

I have heard lots of questions about how companies should relate to a contracting officer. Should I call him? How do I sell him on my company? I just want to know he cares? LOL. Let’s talk about how a CO sees industry and his relationship with industry. The CO...

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Mergers & Acquisitions

The Downside of Price Competition

What You Need (and What You Do NOT Need) to Get Started as a Government Contractor – Part 2

What You Need (and What You Do NOT Need) to Get Started as a Government Contractor – Part 1

Why RFIs and DRFPs Matter

The CO connection

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