Competitor Profiling

April 23, 2015

The world of government contracting is akin to a game of chess; a game we are exceptionally good at [government contracting, not chess]. When developing a strategy of whom to market to and how to do so, we identify competitors and study them extensively. This gives us the ability to better position our clients to…

Be the Giraffelope: How to Stand Out in Your Government Proposals

April 17, 2015

It is sunrise on the Serengeti. Your expedition has been delightful up until this point. You have viewed lions, elephants, giraffes, and antelopes in addition to the vast, breathtaking endless stretches of open plain. Despite all the beauty you have witnessed and the challenge of navigating remote terrain, you feel you have missed something. You…

Competition is good….really

April 9, 2015

Smart business owners think about their competition.  Some might ponder on it from time to time, wonder what their competitors are up to, yet never really dig deep. For others, it becomes all-consuming – it’s unsettling, they stress about it, and lose sleep over it.  But competition is good, and there is a lot to…

Are You a Winner?: How to Measure a Win in the World of Government Contracting, Part II

April 2, 2015

It is time for more bid tough love. Bids take a lot of time to prepare if you are doing it well. Even a seemingly simple federal response will consume 20-60 hours of your employees’ time. Bids potentially take less time as you respond to more and as you build up skill and a solid…

Are You a Winner?: How to Measure a Win in the World of Government Contracting, Part I

March 19, 2015

You are a winner. You are driven. And now, you are sitting in front of your company issued laptop preparing to once again write the best government contract bid response ever while juggling a myriad of other tasks your job duties demand. This is the third time in a month you have dropped everything trying…

Worst government sales pep talk ever.

March 12, 2015

Selling to government agencies doesn’t always add up. Decisions must be made about what agencies buy what you sell, how much they buy of it, how they buy and how often. Selling to the federal government can be rather intimidating. Information barriers are enormous, the rules are confusing and solicitations are long-winded. The math is…

Proposal Management: Case Study

March 11, 2015

Client Relationship Overview In 2010, a leading indoor environmental quality company hired us to support their government sales efforts. They had a strong business development team – led by an engaged, enthusiastic CEO – which had developed relationships with government facility end users. They had an internal gap when it came to understanding the contracting…

Capacity for Capture: Case Study

March 11, 2015

Client Relationship Overview A professional security services company hired us in 2010 to assist them in securing a GSA schedule and expanding their government sales efforts. The company has an extremely strong infrastructure, a highly loyal customer base, and had been successful in winning public sector business at the local, state and federal levels of…

Capacity and Capability for Capture: Case Study

March 11, 2015

Client Relationship Overview After recently deciding to diversify into government, a highly innovative order fulfillment company hired us in 2014 to serve as their government sales team. Company leadership was familiar enough with government contracting to understand the massive information barriers they would have to overcome, and chose to outsource the effort to maximize their…