Sales & Marketing Archives - Page 9 of 15

Painful First Person Account of the New VOSB Verification

by Skyway Contracting Officer | Sep 9, 2016 | Bids & Proposals, Sales & Marketing

New programs, systems, and/or requirements required of small businesses to sell goods and services to the government pop up frequently and randomly. The onus of discovering each new requirement can be overwhelming, in both time and money, any small business...

Marketing to your Target Customer

by Kevin Jans | Sep 5, 2016 | Sales & Marketing, Skyway CO Insight

Marketing and advertising can be expensive, and their ROI is usually maddeningly illusive. As the old marketing adage goes, “Half the money we spend on advertising is wasted. The problem is, we don’t know which half.” Government contracting is not exempt from...

Do you know your customer’s customer?

by Kevin Jans | Sep 2, 2016 | Sales & Marketing, Skyway CO Insight

I write a lot about the importance of targeting ruthlessly. Most Skyway Community members do effective targeting thanks in part to podcast, tools, webinars, RFP Score, and so on. So for this article, let’s assume that, thanks to targeting, you already know who your...

Who are my Potential Teammates? Should I Partner with Them?

by Vicky Strycharske | Aug 29, 2016 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

Part of “targeting your federal market” includes choosing opportunities that are in your weight class. This mean opportunities for which you clearly have the experience, expertise, and resources to perform well. But there’s no doubt about it, a lot of government...

Oversight Weaknesses Continue to Limit SBA’s Ability to Monitor Compliance with 8(a) Program Requirements

by Shelley Hall | Jul 18, 2016 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

The Government Accountability Office (GAO) recently issued a report on March 21, 2016 that examined the Small Business Administration’s (SBA) ability to oversee 8(a) contracts specifically awarded to Alaska Native Corporations (ANCs). In the past, GAO has reported...

The Story of Three Contractors: Who Has the Bragging Rights for the Biggest Federal Contract Award?

by Shelley Hall | Jul 11, 2016 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

Let me know if you’ve heard this one. Three contractors walk into a . . . . The first contractor, a small business, says proudly, “I just won a $1M firm fixed price service contract!” The second contractor smiles and says, “That’s nice, but I just won a $2M IDIQ...

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Painful First Person Account of the New VOSB Verification

Marketing to your Target Customer

Do you know your customer’s customer?

Who are my Potential Teammates? Should I Partner with Them?

Oversight Weaknesses Continue to Limit SBA’s Ability to Monitor Compliance with 8(a) Program Requirements

The Story of Three Contractors: Who Has the Bragging Rights for the Biggest Federal Contract Award?

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