• OPINION
    Steve Charles

    How program performance evidence can provide clues to sales

    As agencies turn to data-driven evidence to measure program effectiveness, vendors can use the same data to better hone their sales strategies, writes immixGroup's Steve Charles. Read More

  • OPINION
    Bob Lohfeld

    5 steps to winning proposals

    Your technical team plays a critical role in developing a winning proposal. Here are five steps you need to master to make sure your proposals have the best chance of success. Read More

    Comments: 4
  • OPINION
    Steve Charles

    6 steps to solving the counterfeit IT problem

    The toughest regulations won't stop counterfeit IT issues, but why not take a more risk-based approach? Columnist Steve Charles offers six steps that can address this issue. Read More

    Comments: 1
  • OPINION
    Stan Soloway

    New DOD cost analysis reg 'just wrong'

    The Defense Department has moved forward with a cost-analysis regulation that's inaccurate and based on false assumptions. PSC President Stan Soloway explains the damage that potentially will be done. Read More

    Comments: 1
  • OPINION
    Jamie Waldren

    Making the case for employee ownership

    ESOPs can mean better results, happier employees, improved performance and a stronger business. But is the move to an employee-owned model right for your company? Read More

    Comments: 1
  • 2013 RFP INDEX
    Bob Lohfeld

    Where have all the RFPs gone?

    In this exclusive Washington Technology Insider analysis, Bob Lohfeld tracks the flow of RFPs so far in 2013 and the picture isn't pretty. The number of solicitations has taken a nose dive. Is there any hope of a recovery? Read More

  • OPINION
    J. David Cox Sr.

    Lessons from Snowden: Another perspective

    AFGE Union President J. David Cox Sr. argues against PSC President Stan Soloway's contention that the Snowden scandal has created an open season on contractors. Instead, the union says its an opportunity to debate the role contractors play in government operations. Read More

    Comments: 2
  • OPINION

    LPTA forces focus on price analysis

    Do you know the five types of competitive price analyses you need to improve your capture strategy? BD guru Mike Lisagor explains what you need to know to win a pricing war. Read More

    Comments: 4
  • OPINION
    Steve Tolbert

    6 ways to make sure you deliver value to your customers

    Got value? That's the key question to ask when focusing on your customer's return ahead of your company's, and in today's market a focus on customer value might be the difference between success and failure. Read More

    Comments: 5
  • OPINION
    Steve Charles

    Sharpen your sales efforts to match today's evolving IT policies

    IT policies such as the 25-point plan, the strategic sourcing initiative, and shared services take years to be fully realized, but they offer critical guidance on to shape your sales strategies. Read More

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