How To Respond to a Bulky Statement of Work Article by Ellen Perrine of AOC Key Solutions It seems that the trend in Requests for Proposals (RFPs) these days is to provide prospective offerors with a voluminous Statement of Work (SOW) or Performance Work Statement (PWS) and then give them … [Read more...]
What Is Your Executive Reputation Worth To Your Company?
Thought Leadership on Branding and PR presented by The Borenstein Group. What’s your CEO reputation worth to you? What’s it worth to your clients? What’s it worth to your friends? And can you monetize it? The answer to these questions used to be, “It doesn’t matter because it’s all about who you … [Read more...]
Activating Your FY2015 Sales Plan (Part 4)
Reach out to potential partners who can help you access contract vehicles or set asides. Many competitors are potential partners, too – especially if they are eligible for set-aside program that are different from yours. Go back to www.USASpending.gov to see which companies are the top vendors in … [Read more...]
Where Are Your Buyers? 3 Ways To Build Essential Federal Connections (Part 3)
Next, it’s time to build or refresh your contact list for your fiscal 2015 federal effort. Successful federal contractors build many relationships inside each federal agency for every major sale. Whether your business is large or small, you’ll also need another deep set of diverse contacts among … [Read more...]
FY2015 Federal Success Launch (Part 2): Where To Get Intelligence.
Now is a great time to begin your prospecting plan. Start by looking back: the past contract awards on www.USASpending.gov reveal the big picture. What did your target agencies buy last year -- from your competitors as well as from you? Which contract vehicles did they use most? How will your … [Read more...]
Make FY2015 Your Best Ever (Part 1): Get Focused!
If you’re a federal contractor – or want to be -- here’s what you need know to get your fiscal 2015 off to a strong start. Federal contract awards may be even slower than usual in October through January. But that makes it the perfect time to do the essential groundwork that pays off in the … [Read more...]
3D Printing for the Next Generation
3D printing technology in schools and libraries has the potential to transform the way we educate and learn 3D printing, also known as additive manufacturing, allows for the creation of three-dimensional objects by adding successive layers of materials via a digital file. In the private sector, … [Read more...]
Pinpoint Your Best Prospects: Sweet Spots Before Long Shots
Business owners understandably get frustrated and give up on the federal market when their efforts don’t bring results. The best clues to your top federal prospects can be right in front of you! As you develop your federal business plan for the year ahead, your answers to these questions will … [Read more...]
Think Your Program Manager Is Cut Out To Be A Capture or Proposal Manager On A Recompete?
We are often asked, sometimes too late, if the incumbent program manager should be assigned as the Capture and/or Proposal Manager for the recompete. I cannot emphasize my answer too strongly: No, No, No, and NO again. Capture Manager and Proposal Manager hats generally do not fit Program Managers … [Read more...]
Public vs. Private Clouds
Questioning the use of private clouds by David S. Linthicum, Gigaom Analyst Since the rise of cloud computing, enterprises have often preferred the use of private clouds, to public clouds. This was largely due to control and security issues, or, at least the perception that public clouds had … [Read more...]
Discounted Training Opportunities for Furloughed Workers
Our friends at Bridged Design are doing their part to turn this shutdown pile of lemons into lemonade by sharing a few of the great deals on training being offered to workers currently furloughed: APMP Mid-Atlantic Conference & Expo The Deal: APMP-NCA is offering half-price … [Read more...]
Training Opportunities for Furloughed Workers
The current Government shutdown sucks for a lot of reasons—for a lot of people. While the back-and-forth bickering continues in Washington, many companies and organizations are stepping up to lend a hand to the hundreds of thousands of impacted Federal employees. … [Read more...]