Blogs

Focus, Connection, Consistency We give our clients ten building blocks of a winning proposal – proven tactics they’ve used to win over $200 million in Federal contracts! I’m sharing three with you in this blog post (as well as how you can open up all ten for your whole team). Greater success starts when you: […]

This is the third of three articles about Federal Q4 Sales Hot Wash. Be sure to check out Parts One and Two! Facilitators: Lead From Within, or Hire Help? How To Decide Rather than basing your decision purely on “Do we have budget to hire an outsider?”, remember this: Your Federal Sales Q4 Hot Wash

As a lifelong DC-area resident who has built a career in marketing, I have fended off many requests over the years from aspiring Federal contractors to help them market their wares to the government. “I don’t know anything about marketing to the government,” I would tell them. “I can’t help you.” I could not have

GovCons who leverage online marketing lead the pack.  87% of federal decision-makers use search engines to find products and services—based on data from a leading research firm, Market Connections. This alone is causing government contractors to reconsider their approach to engaging with federal buyers. How to Improve Government Contractor Marketing Since government buyers and influencers

It’s October 1st — so happy Federal Fiscal New Year! Here are the four steps I hope you’ll take to make this a truly outstanding year for you, your Federal team…and your Federal clients, too! Step One — Stand Up! Today, Celebrate!  I’m serious. There’s research (link below)! My sad secret: I find it hard

If a Federal Sales Q4 Hot Wash is so valuable, why doesn’t everybody do one? Take your pick, or add your own. “We’re exhausted and overtaken by events.” “We’ve closed the book on the year; it’s time to move on.” “We’re onboarding our newest clients! No time now!” “It’s important, but not urgent. It can

Debriefings are a critical tool in any federal contractor’s toolbox.   As a threshold matter, they are a useful (if not mandatory) first step in many bid protests, helping contractors gather the information they need to substantiate protest arguments.  But debriefings are a useful information gathering tool outside the protest context as well.  Indeed, they are

You know the feeling, when the Federal fiscal year is about to end or has just wrapped. Maybe you’re waiting to hear about wins, super busy onboarding new clients, or closing the books on what didn’t happen. Everybody’s ready to move on. It’s done — not a minute too soon!  You’ve wiped the slate and

A strong Federal Fiscal Year Business Strategy is essential for success in government contracting. As the new fiscal year begins, businesses must adapt to shifting priorities, budget allocations, and emerging opportunities. Without a clear, proactive strategy, companies risk missing out on profitable high-impact contracts and key partnerships. Our guest blogger, Kevin Hoey, walks us through

Gifts are one of the ways we connect as humans. But even the newest GovCon quickly learns not to offer gifts to Federal buyers. FAR Part 3 on Allowable Conduct defines the limits of allowable gifts, and it’s better not to offer anything at all.  Our Federal buyers are human, just like us. They have