Skyway CO Insight Archives - Page 42 of 68

What happens if the size standard increases for the NAICS code in the RFP?

by Shelley Hall | Sep 16, 2016 | Bids & Proposals, Skyway CO Insight

Recently, the U.S. Court of Federal Claims issued the decision in Orion Construction Co. v. United States, No. 15-1505C (Fed. Cl. April 1, 2016). This decision outlines how things can go wrong quickly when a small business offeror has an inaccurate certification from...

“What we have here is a failure to communicate!” – Cool Hand Luke, 1967

by Vicky Strycharske | Sep 12, 2016 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

Establishing good communications right from the start of a relationship, whether between a husband and wife or a Contracting Officer (CO) and contractor, is essential for the health and the success of the relationship. I worked on a proposal recently that had a number...

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...

Do you know what NOT to do?

by Kevin Jans | Aug 26, 2016 | Bids & Proposals, Skyway CO Insight

Do you have a to do list? I have a huge one. I use an app called Wunderlist to track all the tasks that I must do, should do, would like to do, and wish I could do. Thankfully the app has features to set dates for tasks, make sub-lists to organize them and prioritize...

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What happens if the size standard increases for the NAICS code in the RFP?

“What we have here is a failure to communicate!” – Cool Hand Luke, 1967

Marketing to your Target Customer

Do you know your customer’s customer?

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

Do you know what NOT to do?

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