• OPINION
    Mark Amtower

    Is there a power shift in public sector IT sales?

    The acquisition of immixGroup by Arrow Electronics has huge implications on the future of public sector IT sales. Market guru Mark Amtower explains. Read More

    Comments: 1
  • OPINION
    Lohfeld

    20 ways to reduce B&P costs and still win

    How much can you cut your bid and proposal costs without hurting your chances to win? BD guru Bob Lohfeld goes over why proposal costs are higher than they should be. Read More

    Comments: 7
  • OPINION
    Tom O

    Inside DHS' big data opportunity

    DHS has four big data programs in the works that will improve operations and decision making. immixGroup consultant Tomas O'Keefe describes what you should know. Read More

    Comments: 2
  • OPINION
    Mike Parkinson

    Lack of trust costs D.C. $38M

    A issue of trust between the D.C. government and its contractor cost the city $38 million, and there's a lesson there for all of us. Read More

    Comments: 1
  • OPINION
    Steve Charles

    Inside the private sector's role in the health IT opportunity

    Federal market guru Steve Charles lays out the key points behind the importance of data exchanges and the role the private sector plays in driving this business opportunity. Read More

    Comments: 2
  • OPINION

    Do you have critical mass to bid or win? It makes a difference

    As market dynamics have changed, so too has the need for having the right critical mass doing the right kind of work. Do you know the difference? Read More

    Comments: 3
  • OPINION

    How well do you know the end-user?

    Knowing your end-user customer is critical to getting ahead of the curve on a solicitation. Here are questions you need to ask and answer to get the most out of that relationship. Read More

    Comments: 2
  • OPINION
    Bob Lohfeld

    Three strategies for growing in adjacent markets

    How your company expands into adjacent markets relies on know what you do well, what your customer wants and understanding that sometimes the only path to growth is an acquisition. Read More

  • OPINION

    Can you move from buzz to revenue?

    The internet of things, hybrid clouds, everything as a service and software defined storage have the chance to move from buzz to real business in 2015. Can you make the sale? Read More

  • OPINION

    6 ways FITARA will change federal sales

    FITARA changes the IT management authority of agency CIOs, and that means you have another stakeholder to add to your business development efforts. Read More

    Comments: 1

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