Uncategorized

What better way to get to grow your federal contracting business than to have an article published in a leading industry magazine about your accomplishments? Let me tell you something - the writers will not come calling you, you need to take action and put the story in front of your potential clients. A/E/C firms:  your opportunity is here, at the perfect time. This is an important issue for a few reasons - it is distributed at the SAME Small Business Conference (which will be bigger than ever this year now that the VA is attending), and it is the Design & Construction issue. As a published writer (including The Military Engineer) here are some things to consider to help you decide if this approach is for you: Is my project interesting? What is the human/mission element behind it? Why would anyone care to read about this? Have I [...]

How do you capture and forecast your opportunities? Are you an Excel person? CRM? Pen and paper? This is one of my favorite questions to ask when I meet new contacts.  The government acquisition process is much different than the traditional sales cycle. You can’t fit it into the mold for typical lead generation-type selling. I mean, you could try, but it’s just unique in so many ways. You really have to know all about B2G sales and fine tune your process. So back to the question – Excel, CRM, or pen and paper?  Furthermore, what sources are you tracking? How much time are you spending on capture? Are you missing opportunities? Are you seeing them far enough into the future? You surely don’t want to be the one who only sees an opportunity as a presolicitation (or worse yet - a solicitation!) when all of your competition has [...]