Posts Tagged: selling

Mapping a Customer’s Journey: An Exercise to Benefit Any Business Selling to Government

As the D.C. business community is dealing with many challenges these days, it is always good to keep all of your customer service capabilities as sharp as possible. With fewer dollars to chase, the competition is getting very stiff and contractors need to embrace new ideas for keeping government customers happy. I recently had the… Read more »

Incumbent Contractors: Never Assume Success When Re-Competing

here was a time when incumbent contractors had the luxury of assuming they would win a re-compete. This mindset was often founded upon the organic, year-over-year growth that had become common over the past 10 years. Unfortunately, contractors no longer have the luxury of basing their business development strategies on assumptions. Just because a government… Read more »

GAO Report Signals Opportunity for Contractors in Agile Software Development

Applying agile software development methods to IT projects has been a hot topic as of late at the Government Accountability Office (GAO). The agency recently unveiled a report highlighting its 32 tips for applying agile development to help improve how the federal government will develop and implement IT infrastructure projects. Specifically, these tips focus on… Read more »

Contractors Hold Onto Their Desks as Sequestration Looms

Monica Mayk Parham, Marketing Director, Market Connections, Inc. The Professional Services Council (PSC) recently hosted an event on the topic of sequestration and, for many, it was a sobering reminder that challenging times lay ahead – even if sequestration never comes to light. So what are contractors doing to prepare for these new budget realities?… Read more »

Political Leaders (Sort of) Address Changing Face of Government Business

Last month, I had the pleasure of attending a Tech Town Hall hosted by the Northern Virginia Technology Council (NVTC) and Microsoft. The event brought together Virginia U.S. Senate candidates George Allen and Tim Kaine, along with a number of business leaders like Jim Sheaffer, President, North American Sector, CSC; Dendy Young, Managing Partner, McLean… Read more »

Monday Morning News Kick Off: DOE Offers 3D Employee Training; GSA Wants to be “Government Savings Agent; and Cyber Chief Plans “Long Harley Ride”

Welcome to the Monday Morning News Kick Off post from the FedConnects blog. We hope you’ve had a restful weekend and are ready to be the smartest and most efficient government or contractor professional possible. Here’s all the actionable news you need to achieve these goals. Happy Monday! Department of Energy Offers Online Training to… Read more »

Sell Provocatively

No, I don’t mean Victoria’s Secret-kind of provocative. I mean that with recent market downturns, it’s time to provoke your customers into choosing your solutions. For emerging brands of b-2-b solutions, in new market sectors, you can’t rely on old methods. Tightening markets mean thinning leads and sluggish closing velocity, so keep your team’s Unique… Read more »

Championing Web 2.0 Intenerally – A Thought Experiement

Background The following is a thought experiment I devised while attempting to find some analogy for web 2.0 adoption as an indirect contributor to ROI and more akin to infrastructure, especially the type of infrastructure in which companies routinely invest nowadays without a passing thought. The Experiment Experiment 1 – New Infrastructure In your prestigious… Read more »